Student Center | Instructor Center | Information Center | Home

Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Strategic Sales Force Management

Chapter 2 Multiple Choice Quiz


1	Which of the following is an example of an external macroenvironmental force that impacts a company's marketing system?
		A)	Production
		B)	Suppliers
		C)	Technology
		D)	Promotional activities
		E)	All of the above


2	Some companies strive to achieve organizational goals through identifying the needs and wants of a target market, and then satisfying those needs and wants better than the competition. In other words, these firms are practicing.
		A)	the marketing concept
		B)	a production orientation
		C)	the hard sell
		D)	a short term strategy
		E)	None of the above


3	In the production-orientation stage, firms focus on
		A)	the hard sell
		B)	mass-producing a limited variety of products for as little cost as possible
		C)	identifying and then meeting customer needs
		D)	building long-term relationships with clients
		E)	a narrow target market


4	Relationship marketing involves all of the following, except:
		A)	open communication
		B)	empowering employees
		C)	involving the customer in the planning process
		D)	increasing the number of suppliers
		E)	working in teams


5	Typically, __________ develop the firms overall marketing strategy, while ____________ implement it in the field.
		A)	production workers; marketing executives
		B)	marketing executives; sales support personnel
		C)	salespeople; production workers
		D)	marketing executives; salespeople
		E)	sales managers; salespeople


6	The goals around which a strategic plan is formulated are called the
		A)	strategies
		B)	objectives
		C)	tactics
		D)	plans
		E)	None of the above


7	In order to carry out the strategy, employees must engage in specific activities called
		A)	tactics
		B)	objectives
		C)	goal setting
		D)	planning
		E)	None of the above


8	Which company objective fits with the company strategy of "Cutting marketing costs by 15 percent this year?"
		A)	Intensify marketing efforts in domestic markets
		B)	Use wholesalers to reach small accounts instead of salespeople
		C)	Layoff a specific number of salespeople
		D)	Earn 20 percent return on investment
		E)	Increase market share from 10 to 15 percent


9	For those customers interested in value-added services, selling firms should engage in
		A)	transaction selling
		B)	consultative selling
		C)	short term selling
		D)	telemarketing
		E)	None of the above


10	The Internet is impacting salespeople in the following way:
		A)	The Internet has replaced face-to-face sales
		B)	The Internet is allowing most firms to eliminate over 50% of their sales force
		C)	The Internet has caused most firms to increase their sales force by over 50%
		D)	The Internet has had very little impact on sales organizations
		E)	The Internet is a tool that helps salespeople develop close relationships with clients

2003 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Policy.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.