Business-to-Business Marketing Exam Practice Tests
Course Introduction
Business-to-Business (B2B) Marketing explores the strategies and practices involved in marketing products and services to organizational buyers, such as businesses, government bodies, and institutions, rather than individual consumers. The course covers key differences between B2B and consumer marketing, organizational buying behavior, relationship management, supply chain dynamics, and the importance of value propositions. Students will gain insights into segmentation, targeting, and positioning in business markets, as well as the development of effective B2B marketing communications, sales management, and digital strategies tailored to professional clients. Real-world case studies and projects will prepare students to address the unique challenges and opportunities within B2B environments.
Recommended Textbook
Management of a Sales Force 12th Edition by Rosan L. Spiro
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17 Chapters
1508 Verified Questions
1508 Flashcards
Source URL: https://quizplus.com/study-set/2733 Page 2
Chapter 1: The Field of Sales Force Management
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93 Verified Questions
93 Flashcards
Source URL: https://quizplus.com/quiz/54543
Sample Questions
Q1) According to a recent survey,about ____________ of all organizations have already deployed or are in the processing of implementing a customer relationship management (CRM)program.
A)10%
B)33%
C)50%
D)67%
E)90%
Answer: D
Q2) When a student goes to the college book store to buy a sweatshirt,the type of selling involved in the situation is called:
A)Telemarketing.
B)Across-the-counter selling.
C)Outside selling.
D)Inside/outside selling.
E)Going-to-the-customer selling.
Answer: B
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Page 3
Chapter 2: Strategic Sales Force Management
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/54534
Sample Questions
Q1) In the 1800s,the job of independent peddler appealed mostly to young,unmarried men.
A)True
B)False
Answer: True
Q2) The sales manager generally has control over the forces of technology.
A)True
B)False
Answer: False
Q3) A tactic is what a manager does to implement a plan.
A)True
B)False
Answer: True
Q4) Which of the following statements is wrong?
A)Objectives should be measurable.
B)Objectives should be specific.
C)Objectives are the basis for tactical planning.
D)Objectives should be in alignment with each other.
E)None of these.
Answer: C
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Chapter 3: Personal Selling Process
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62 Verified Questions
62 Flashcards
Source URL: https://quizplus.com/quiz/54533
Sample Questions
Q1) Prepared sales presentations (e.g. ,"canned" sales talk)have several advantages over the creation of a new and unique presentation for each customer.
A)True
B)False
Answer: True
Q2) Which of the following is not the purpose of prospecting?
A)Finding customers who have needs similar to the product offerings.
B)Learning whether the target customers have needs for the product.
C)Learning about the determinants for the prospect's purchasing decision.
D)Networking with existing customers.
E)Learning names of customers who can afford the product.
Answer: D
Q3) Which of the following is a necessary condition of lead qualification?
A)You need the customer to buy the product in order to make a sales quota.
B)The customer has a defined need for the product or service.
C)You enjoy going to the client's office to make sales presentations.
D)The office next to your client's may also have an interest in your product.
E)The customer is growing in size.
Answer: B
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Page 5
Chapter 4: Sales Force Organization
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/54532
Sample Questions
Q1) Team selling is often the most effective when the sales organization:
A)Uses cross-functional groups that sell to a few major customers.
B)Seeks a sales force whose members who are accustomed to working independently and can hold their own with diverse individuals from the buying centers.
C)Selects managers who know how to compete in order to get ahead.
D)Completely redesigns the compensation program with each individual potential customer.
E)Maintains organizational consistency with all customers regardless of their customers specific needs.
Q2) A drawback to organizing the sales force in a geographical specialization is that:
A)customers may get called on by multiple reps from the same selling firm.
B)it results in more travel time for each sales rep.
C)it leads to uneven coverage of the market.
D)there is usually no specialization of marketing activities.
E)All of these are drawbacks.
Q3) The advent of e-commerce has not affected sales department organization.
A)True
B)False
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Chapter 5: Profiling and Recruiting Salespeople
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119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/54531
Sample Questions
Q1) A good philosophy to follow in recruiting salespeople is:
A)Use as few sources as possible to save time and money.
B)Contact your recruiting sources only when you need new sales representatives.
C)The greater the number of qualified applicants you put through the selection process,the greater is your chance of finding the right person.
D)If you have a good job description and a good set of hiring qualifications,it doesn't much matter what recruiting sources you use.
E)Avoid recruiting inexperienced people.
Q2) When a sales executive designs a good program for screening and selecting people,that executive has fulfilled his or her responsibility for staffing the sales force.
A)True
B)False
Q3) A company's present sales force is a good source for leads to new recruits. A)True
B)False
Q4) Referrals are an infrequently used source of sales recruits.
A)True
B)False
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Chapter 6: Selecting and Hiring Applicants
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/54530
Sample Questions
Q1) Regarding the legal aspects of processing applicants for sales jobs:
A)Every selection tool must be validated before it can be legally used.
B)In some hiring situations it may be perfectly legal to discriminate on the basis of age,sex,or ethnic origin.
C)The use of guided interviews is legally prohibited.
D)A company can no longer use psychological testing as part of its sales selection process.
E)None of these is correct.
Q2) Why should a job offer be made in person?
A)Allows pressure to be put on the recruit.
B)Objections can be answered.
C)The recruit's body language can disclose important information.
D)Can obtain quicker replies from recruit.
E)All of these.
Q3) In general,managers should make selections decisions based on "gut" feelings.
A)True
B)False
Q4) Today there are no legal limits on the use of testing in the selection process.
A)True
B)False
Page 8
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Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program
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86 Verified Questions
86 Flashcards
Source URL: https://quizplus.com/quiz/54529
Sample Questions
Q1) Which of the following are topics that are often covered in sales training programs?
A)Business principles.
B)Relationship building skills.
C)Team selling skills.
D)Computer assisted selling skills.
E)All of these.
Q2) Which of the following groups of salespeople should be excluded from sales training?
A)Experienced sales representatives hired from our competitors.
B)Successful salespeople who have been with our firm for several years.
C)Newly-hired recent college graduates.
D)Newly-hired representatives who had successful experience selling products related to ours.
E)None of these should be excluded.That is,they all need training.
Q3) In order to determine the training a sales force needs,it will be necessary to do some field investigation.
A)True
B)False
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Chapter 8: Motivating a Sales Force
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91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/54528
Sample Questions
Q1) Recent surveys of salespeople found that:
A)Salespeople who earn the most least prefer cash as an incentive
B)The majority of salespeople say they are motivated by cash.
C)Salespeople who earn the least prefer incentives other than cash.
D)All of these are true.
E)None of these are true.
Q2) An unwanted side effect of a sales contest might be:
A)Boost morale.
B)Increase sales.
C)Motivate salespeople.
D)Decline in post-contest sales.
E)None of these.
Q3) Intrinsic rewards are provided by others.
A)True
B)False
Q4) Intensity refers to how long the salesperson will continue to put forth effort.
A)True
B)False
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Chapter 9: Sales Force Compensation
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106 Verified Questions
106 Flashcards
Source URL: https://quizplus.com/quiz/54527
Sample Questions
Q1) Which of the following is the best reason for having no ceilings on a sales rep's potential earnings?
A)A rep should receive full financial benefit from all windfall sales.
B)It will encourage sales managers to get out in the field and do more selling.
C)It is good for executives' morale.
D)Good sales reps should always earn more than their boss.
E)The more a rep earns,the more the company makes,especially when the company is paying with some type of commission plan.
Q2) Sales personnel are paid in a variety of ways.Under which of the following situations would a straight salary plan be the most advisable?
A)A high level of incentive is needed to get the sales.
B)Very little non-selling missionary work is required.
C)The company is opening a new sales territory.
D)The company is unable to supervise the sales force.
E)Straight salary is not appropriate in any of the above situations.
Q3) Compensation is the second most widely used method of motivating the sales force.
A)True
B)False
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Page 11
Chapter 10: Sales Force Quotas Expenses
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106 Verified Questions
106 Flashcards
Source URL: https://quizplus.com/quiz/54542
Sample Questions
Q1) An unlimited-payment plan for sales reps expenses:
A)Makes it difficult for management to accurately forecast travel and business expenses of sales representatives.
B)Provides much incentive for salespeople to economize.
C)Is a poor plan to use when developing a new territory.
D)Eliminates expense account arguments between management and the sales force.
E)Is a good plan for a financially weak firm.
Q2) Which of the following factors is likely to have the least influence on who owns the cars used by the sales force?
A)Size of the sales force.
B)Annual mileage driven on company business.
C)Financial condition of the company.
D)Whether the reps are on a limited or unlimited expense plan.
E)Availability of company repair and storage facilities.
Q3) Sales quotas based on sales volume are an effective device for controlling selling expenses.
A)True
B)False
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Chapter 11: Leadership of a Sales Force
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/54541
Sample Questions
Q1) Usually salespeople working on a straight commission generally receive less leadership and supervision than those who work for a straight salary.
A)True
B)False
Q2) According to a study,using peers as mentors to sales reps leads to:
A)higher performance.
B)lower performance.
C)higher likelihood of quitting the organization.
D)lower likelihood of quitting the organization.
E)Both A and D are correct.
Q3) Situational leadership involves which of the following leader behaviors?
A)informing basic rules.
B)verbal feedback.
C)articulating a vision.
D)individualized support.
E)All of these.
Q4) Task orientation refers to leader behaviors with a short-term focus on getting the job done.
A)True
B)False
Page 13
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Chapter 12: Sales Forecasting and Developing Budgets
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/54540
Sample Questions
Q1) Which of the following statements is true?
A)Sales budgets can become self-fulfilling prophecies.
B)The sales budget is the key budget.
C)The sales budget is used by production as its guide to production.
D)All of these.
E)None of these.
Q2) A production budget should be formulated prior to making the sales budget.
A)True
B)False
Q3) Which of the following statements is wrong?
A)The cash budget and the profit and loss budget are the same.
B)Everything starts with the production budget.
C)Time lags are factored out of the budgets.
D)All of these are wrong.
E)None of these is wrong.
Q4) The sales forecast is independent of the marketing program.
A)True
B)False
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Chapter 13: Sales Territories
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74 Verified Questions
74 Flashcards
Source URL: https://quizplus.com/quiz/54539
Sample Questions
Q1) The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called:
A)The buildup method.
B)Call frequency.
C)Routing.
D)Breakdown method.
E)Establishing territories.
Q2) Regarding the drawing of territorial boundary lines:
A)This usually is the first or second step in determining basic sales territory.
B)The lines should be drawn so that the territories are all about the same physical size.
C)A good generalization to follow is this: Do not split one of your basic control units.
D)The boundaries should be drawn after reps are assigned to a territory.
E)None of these is correct.
Q3) For most companies,states do not serve well as the basic control unit for sales territorial boundaries.
A)True
B)False
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Chapter 14: Analysis of Sales Volume
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73 Verified Questions
73 Flashcards
Source URL: https://quizplus.com/quiz/54538
Sample Questions
Q1) Misdirected marketing effort:
A)Rarely occurs in a well-managed firm.
B)Is easy to detect.
C)Usually is corrected when a company conducts a sales volume analysis.
D)Means that a company should reduce its marketing activities.
E)Is a key reason underlying the existence of the 80-20 principle.
Q2) A sales volume analysis is a study of the "net sales" section of a company's profit and loss statement.
A)True
B)False
Q3) When a company demonstrates satisfactory overall sales and profit figures,then:
A)there is no need for a sales volume analysis.
B)there is no need for a marketing cost analysis.
C)there is no need for a marketing profitability analysis.
D)the 80-20 principle no longer applies.
E)None of these.
Q4) The evaluation process in marketing is a two-stage operation - find out what happened and why it happened.
A)True
B)False
Page 16
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Chapter 15: Marketing Cost and Profitability Analysis
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70 Verified Questions
70 Flashcards
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Sample Questions
Q1) When a marketing cost analysis by territories shows a net loss for a territory,which of the following is management likely to do only as a last resort?
A)Abandon the losing territory.
B)Reevaluate territorial boundaries.
C)Use different channels to reach the market in that district.
D)Increase the advertising appropriation for the district.
E)Substitute mail or telephone selling instead of some of the personal calls by salespeople.
Q2) For a more effective marketing cost analysis,sales executives usually regroup ledger expenses into various:
A)activity classifications
B)administrative groups
C)operating statements
D)accounting groups
E)sales volume categories
Q3) One strategy to combat the small-order problem is to establish a minimum-order size or to set a minimum charge per order.
A)True
B)False
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Page 17
Chapter 16: Evaluating a Salespersons Performance
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69 Verified Questions
69 Flashcards
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Sample Questions
Q1) When conducting a performance evaluation,a sales manager may let his evaluation of one factor influence his evaluation of other factors.This situation is referred to as:
A)Interpersonal bias.
B)The halo effect.
C)The chemistry between manager and rep.
D)A Behaviorally Anchored Rating Scale (BARS).
E)Input-output evaluation.
Q2) A low average order might indicate that the sales rep needs more training on product knowledge and building up the order.
A)True
B)False
Q3) Before conducting an actual evaluation of sales reps' performance,management first should establish a policy on which of the following?
A)Which executives will participate in the evaluation.
B)How frequently will an evaluation be made.
C)What will be the role of self-evaluation by the reps.
D)Policies must be set for all of these.
E)Policies are needed on only two of A-B-C.
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Chapter 17: Ethical and Legal Responsibilities of Sales Managers
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75 Verified Questions
75 Flashcards
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Sample Questions
Q1) Some guidelines or questions that may help a sales executive evaluate the ethical status of a proposed action include all of the following except:
A)Is this sound from a long run point-of-view?
B)Would I do this to a friend?
C)Will this increase share holder gain?
D)Would I want this action publicized in national media?
E)Would I tell others about this?
Q2) Differences in the ethical codes of people arise from:
A)Their legal systems.
B)Their age.
C)The culture in which they were reared.
D)All of these.
E)None of these.
Q3) Facilitation payments are:
A)Small sums of money paid to low ranking officials to expedite normal services.
B)Large sums of money paid to entice someone to commit to perform an illegal act.
C)Illegal under U.S.law.
D)Legal only in the U.S.
E)Used to supplement the international salesperson's income.
Page 19
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