Business-to-Business Marketing Exam Solutions
Course Introduction
Business-to-Business (B2B) Marketing focuses on the strategies and practices used to market products and services from one business to another, rather than to individual consumers. This course examines the unique aspects of organizational buying behavior, relationship management, segmentation, and value creation in inter-firm contexts. Students will explore topics such as supply chain management, negotiation tactics, digital and content marketing in B2B environments, and the importance of long-term customer partnerships. Through case studies and real-world examples, the course provides insights into planning and executing effective B2B marketing strategies across diverse industries and global markets.
Recommended Textbook Sales Force Management 10th Edition by Mark Johnston
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13 Chapters
1146 Verified Questions
1146 Flashcards
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Chapter 1: Introduction to Sales Management in the
Twenty-First Century
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62543
Sample Questions
Q1) The increasing number of Spanish-speaking consumers in many areas of the United States is an example of
A)An environmental force that can constrain other organization's ability to pursue certain marketing strategies or activities
B)Environmental variables and changes in those variables over time,helping to determine the ultimate success or failure of marketing strategies
C)Changes in the environment creating new marketing opportunities for an organization
D)Environmental variables affected or changed by marketing activities
E)None of the above
Answer: B
Q2) The sales force is usually a firm's most direct link with the customer.
A)True
B)False
Answer: True
Q3) Briefly discuss the three "new-age" themes of sales management in the 21st century. Answer: Innovation,technology and leadership.
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Chapter 2: The Process of Selling and Buying
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) The buying center tends to be more complex when dealing with a straight rebuy situation.
A)True
B)False
Answer: False
Q2) The fact that most customers have different needs and problems forcing salespeople to work to develop unique solutions creates _____________ in sales careers.
A)Autonomy
B)Job variety
C)Extrinsic rewards
D)Favorable working conditions
E)Opportunities to move up the organizational ladder
Answer: B
Q3) The first step in the selling process is to qualify prospects.
A)True
B)False
Answer: False
Q4) What are the four types of B2B selling?
Answer: Trade service,missionary seller,technical seller,new business seller.
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Chapter 3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management
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97 Verified Questions
97 Flashcards
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Sample Questions
Q1) Relationships that result in strategic partnerships go through four stages including:
A)Awareness,exploration,expansion and commitment
B)Awareness,integration,designation and expansion
C)Exploration,change,dynamics,restoration
D)Suggestion,response,communication,concurrence
E)Beginning,adjustment,middle,end
Answer: A
Q2) When a firm uses a push strategy,it:
A)Attempts to build strong customer demand for a product which it hopes will,in turn,encourage wholesalers and retailers to carry the product
B)Must expect to have a larger promotional budget than if it followed a pull strategy
C)Understands that advertising is the key to successful market development
D)Offers direct inducements to potential wholesalers and retailers to encourage them to carry a product
E)Must immediately follow it by implementing a pull strategy
Answer: D
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Chapter 4: Organizing the Sales Effort
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90 Verified Questions
90 Flashcards
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Sample Questions
Q1) Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true?
A)The fixed costs of using independent agents are lower than those of using a company sales force
B)The variable costs of using independent agents do not change over time
C)The variable costs of using independent agents are equal to the variable costs expended on an internal sales force
D)In terms of cost efficiency,an internal sales force is always more expensive than independent agents
E)The costs of using independent agents tend to level off as sales volumes increase
Q2) What are some of the problems associated with team selling?
Q3) The first guideline to starting a sales force should be to appoint an expansion team. A)True B)False
Q4) What are the six key building blocks for starting a sales force?
Q5) How does telemarketing fit within a sales strategy?
Q6) What issues and questions need to be addressed in vertical sales organizations?
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Page 6
Chapter 5: The Strategic Role of Information in Sales Management
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115 Verified Questions
115 Flashcards
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Sample Questions
Q1) An estimate of sales potential for each customer and prospect in a territory is often called an account analysis.
A)True
B)False
Q2) The acronym MSA stands for Marketing Statistical Area.
A)True
B)False
Q3) The phenomenon of a small percentage of customers or products accounting for a high percentage of the company's sales is called the
A)Account activity analysis
B)80:20 principle
C)NAICS construct
D)Buying Power Boost
E)Enterprise Resourcefulness Fulfillment
Q4) A zip code area is relatively homogeneous with respect to basic economic data.
A)True
B)False
Q5) Discuss the differences among market potential,sales potential,sales forecast and sales quota.
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Chapter 6: Salesperson Performance: Behavior, role
Perceptions, and Satisfaction
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62538
Sample Questions
Q1) Regina is highly motivated,willing to expend significant ___________ on each activity or task.
A)Effort
B)Valence
C)Money
D)Skill
E)Instrumentality
Q2) Sales managers can reduce the amount of role ambiguity and conflict the sales force experiences by:
A)Giving them an input in determining the standards by which they are evaluated
B)Providing them with sales training opportunities
C)Giving salespeople a greater voice in what they do and how they do it
D)Altering the organization's span of control
E)Doing any or all of the above
Q3) What are the three-steps in the process of defining a salesperson's role?
Q4) What does having a "boundary" position mean in sales?
Q5) Skill levels refer to the individual's learned proficiency at performing the tasks necessary to get the job done.
A)True
B)False
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Chapter 7: Salesperson Performance: Motivating the Sales Force
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62537
Sample Questions
Q1) Which of the following statements about the impact of environmental conditions on motivation is true?
A)A wide span of control produces more accurate expectancy estimates than does close supervision
B)Salespeople that sell commodities are more likely to have less accurate expectancy estimates than salespeople who handle highly technical products
C)Environmental factors that affect motivation include size of sales territory,salesperson's job experience and strength of competition
D)In general,salespeople operating in the face of output constraints have low expectancy and instrumentality estimates
E)None of the above statements about the impact of environmental conditions on motivation is true
Q2) What four stages do most salespeople go through in their careers?
Q3) Money is not only the reward most desired by all salespeople,but also the kind of reward that is most effective at motivating them.
A)True
B)False
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Page 9
Chapter 8: Personal Characteristics and Sales Aptitude:
Criteria for Selecting Salespeople
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85 Verified Questions
85 Flashcards
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Sample Questions
Q1) In a survey of customers and salespeople,which of the following was considered LEAST important in determining whether a salesperson was trustworthy?
A)Product knowledge
B)Positive attitude
C)Well-dressed
D)Intelligent
E)Asks good questions
Q2) Results indicating that demographic factors account for less than 5 percent of the difference in performance among salespeople
A)Implies sales managers should hire more women
B)Refutes the conventional wisdom espoused by some sales managers in the past
C)Suggests managers hire taller and attractive salespeople
D)Confirms the idea that lifestyle is less important than gender
E)None of the above
Q3) The ways in which people spend their time outside of their jobs do not appear to be closely related to their likely performance as a salesperson.
A)True
B)False
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Chapter 9: Sales Force Recruitment and Selection
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/62535
Sample Questions
Q1) Job descriptions help to determine what a company is looking for in terms of job applicants.
A)True
B)False
Q2) By pointing out both the attractive and unattractive aspects of a sales job and spelling out the qualifications and likely compensation,recruiters can
A)Maximize self-selection among prospective employees
B)Minimize competition with alternative employers
C)Prevent discriminatory outsourcing
D)Attract the maximum pool of candidates
E)All of the above
Q3) Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?
A)Intelligence tests
B)Physical examinations
C)Reference checks
D)Personality tests
E)Stress interviews
Q4) What six dimensions and requirements should a good job description include?
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Chapter 10: Sales Training: Objectives,techniques,and Evaluation
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/62534
Sample Questions
Q1) The 80-20 ratio is related to which sales training topic?
A)Market/industry orientation
B)Company orientation
C)Territory management
D)Product knowledge
E)Legal/ethical issues
Q2) The growth of _____ is used to explain the recent surge of interest in sales training evaluation.
A)Downsizing
B)Decentralization
C)Total quality management
D)Strategic partnering
E)Relationship marketing
Q3) Another name for on-the-job training is
A)Videoconferencing
B)Internet classroom method
C)Case studies
D)Role playing
E)Learning by doing
Q4) What are the five general objectives of sales training?
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Chapter 11: Salesperson Compensation and Incentives
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77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/62533
Sample Questions
Q1) Which of the following statements does NOT describe an advantage inherent in the straight salary compensation plan?
A)It directly relates selling expenses to sales resources
B)It provides sales reps with the maximum amount of security
C)It is easy to administer
D)It yields more predictable selling expenses
E)It gives sales managers a large amount of control over sales reps
Q2) Which of the following sales activities could be enhanced by the planning and implementing of a sales contest?
A)Finding new accounts
B)Providing service assistance
C)Setting up point-of-purchase displays
D)Keeping up with technical developments in the industry
E)All of the above
Q3) To be effective,quotas need to be
A)Specific
B)Measurable
C)Realistically attainable
D)All of the above
E)None of the above
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Chapter 12: Cost Analysis
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/62532
Sample Questions
Q1) Calculate the contribution for the homeowners division,if R&G had used the contribution-margin approach?
A)($10,000)
B)$10,000
C)$30,000
D)$50,000
E)Cannot be determined from the information given
Q2) What is the Return On Assets Managed formula (ROAM)? How can the return from a given business segment be improved?
Q3) If the division selling to homeowners was eliminated and the remaining costs were allocated to the commercial and institutional divisions,what would be the net profit/loss for the institutional division?
A)($19,000)
B)($24,000)
C)($31,000)
D)($36,000)
E)Cannot be determined from the information given
Q4) What activities are involved when doing marketing cost analysis?
Q5) What is the difference between specific and general expenses?
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Chapter 13: Evaluating Salesperson Performance
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/62531
Sample Questions
Q1) When assessing a salesperson's division of time among sales calls,traveling,office work and other activities,what is the assumed goal?
Q2) _____ will affect a salesperson's behavior and performance.
A)Role perceptions
B)Aptitude
C)Skill level
D)Motivation level
E)All of the above
Q3) Which of the following describes an advantage inherent in the BARS (behaviorally anchored rating scale)system?
A)A BARS system removes the possibility of bias
B)A BARS system is inexpensive to develop and implement
C)A BARS system emphasizes behavior and performance rather than effectiveness
D)A BARS system provides an accurate measure of behavior,performance and effectiveness
E)A BARS system gives management the ability to develop one scale to assess the performance of all types of salespeople within their firm
Q4) What three factors could cause a salesperson to fall below quota?
Q5) What are the typical measures of effectiveness used is assessing salespeople?
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