Marketing and Sales Analytics
Final Test Solutions
Course Introduction
Marketing and Sales Analytics explores the application of data-driven techniques to optimize marketing strategies and sales performance. Students will learn fundamental concepts such as customer segmentation, predictive modeling, and campaign analysis, utilizing software tools and statistical approaches to turn data into actionable insights. The course covers metrics and key performance indicators for evaluating marketing effectiveness, alongside real-world case studies that illustrate best practices in digital marketing, pricing, customer relationship management, and sales forecasting. By the end of the course, students will be prepared to make informed, evidence-based decisions that enhance both marketing and sales outcomes in a dynamic business environment.
Recommended Textbook
Dalrymples Sales Management Concepts and Cases 10th Edition by William L. Cron
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1140 Verified Questions
1140 Flashcards
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Chapter 1: Introduction to Selling and Sales Management
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27064
Sample Questions
Q1) An advantage of personal selling is <b>not</b>:
A) two way communication.
B) reaching a massive number of people quickly.
C) detailed explanation.
D) direction towards qualified prospects.
E) all are advantages of personal selling
Answer: B
Q2) "The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of:
A) sales management.
B) personal selling.
C) sales support.
D) the relationship selling model.
E) none of the above.
Answer: A
Q3) The sales force is only responsible for generating revenues.
A)True
B)False
Answer: False
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Page 3
Chapter 2: Strategy and Sales Program Planning
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62 Flashcards
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Sample Questions
Q1) Which of the following is best characterized by offering a product of acceptable quality that is competitively priced with an emphasis on convenience?
A) a transactional relationship
B) a consultative relationship
C) a enterprise relationship
D) a differentiation strategy
E) a niche strategy
Answer: A
Q2) In transactional relationships, the primary persons directly involved with customers are the______ and the_________ .
A) sales manager, customer service representative
B) salesperson, sales manager
C) salesperson, customer service representative
D) only a and b above
E) a, b, and c are all true.
Answer: E
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Chapter 3: Sales Opportunity Management
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65 Flashcards
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Sample Questions
Q1) Although portfolio models offer several benefits over single factor models, a problem that still remains is:
A) only one characteristic is used to classify accounts.
B) the lack of an optimal solution to the allocation of sales calls.
C) a lack of priorities for customer data collection and analysis.
D) it does not promote forward-focused thinking by the sales team.
E) none of the above.
Answer: B
Q2) A sales response function generally indicates that a salesperson can always increase the sales volume of an account by calling on it more often.
A)True
B)False
Answer: False
Q3) Sales process models such as the Sales Funnel are best suited for salespeople selling big-ticket items (e.g., computers), where prospecting for new sales opportunities is important.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Account Relationship Management
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63 Flashcards
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Sample Questions
Q1) Which of the following buying center people is concerned with the product's specs, is focused on the present, is most likely to ask what a product does?"
A) Economic Buyer
B) User Buyer
C) Technical Buying Influence
D) Outside Expert Buying Influence
E) The Advocate
Q2) The most likely sequence of stages in a fully developed buyer-seller relationship is:
A) Expansion, Exploration, Dissolution, Commitment, Awareness.
B) Exploration, Awareness, Commitment, Expansion, Dissolution.
C) Exploration, Commitment, Awareness, Expansion, Dissolution.
D) Awareness, Expansion, Exploration, Commitment, Dissolution.
E) Awareness, Exploration, Expansion, Commitment, Dissolution.
Q3) The "Economic Buying Influence" is identified as the person with the authority to spend the money necessary to purchase the product or service.
A)True
B)False
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Chapter 5: Customer Interaction Management
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68 Flashcards
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Sample Questions
Q1) Written sales proposals should discuss which of the following?
A) reasons for changing something
B) the incentives for changing
C) confirm the confidence to invest in a solution
D) lay out the solution
E) all of the above
Q2) The problem-solution model of selling is based on the notion that onoly certain customers will and should buy your product or service.
A)True
B)False
Q3) EDS often must conduct a six month or longer indepth investigation of a company's information needs before presenting a proposal to address the customer's needs. EDS' sales force most likely utilizes which selling model?
A) standardized selling model.
B) stimulus-response selling model.
C) need-satisfaction selling model.
D) problem-solution selling model.
E) both c and d above.
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Chapter 6: Sales Force Organization
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76 Flashcards
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Sample Questions
Q1) The amount of time a sales agent will spend selling for a company will depend on how many product lines the company has for the sales agent to sell.
A)True
B)False
Q2) Breakeven sales analysis can be used to choose between a company sales force and independent sales agents.
A)True
B)False
Q3) One benefit of a customer oriented sales force organization is that:
A) it is more closely identified with clients.
B) it consolidates the support services.
C) it allows for product specialization.
D) there are usually smaller territories.
E) it requires less travel time and costs.
Q4) Telemarketing refers to customer contacts utilizing telecommunications technology for personal selling without face-to-face contact.
A)True
B)False
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Chapter 7: Recruiting and Selecting Personnel
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87 Flashcards
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Sample Questions
Q1) Since selling is a white collar job, a physical examination is usually not required.
A)True
B)False
Q2) Current employees in other functional areas of the company often make good candidates for sales jobs.
A)True
B)False
Q3) Recruiting is the process through which businesses locate and attract qualified applicants for sales positions. If you are the CEO of a small start-up business with limited training resources and have decided to build your own sales force, which of the following is most likely to be your source of sales trainees?
A) your present customers
B) salespeople with industry experience
C) business associates
D) sales executive clubs
E) newspaper advertising
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Chapter 8: Training
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72 Verified Questions
72 Flashcards
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Sample Questions
Q1) Internet training offers cost savings, flexibility and less distractions than any other training method.
A)True
B)False
Q2) Training salespeople seldom reduces turnover or role ambiguity.
A)True
B)False
Q3) According to your text, which of the following is often cited as one of the major reasons why sales training fails to produce meaningful results?
A) Lack of top management commitment.
B) The attitudes toward training of some of the salespeople.
C) The inability to connect with salespeople by sales trainers.
D) The costs are always so exorbitant that training never pays for itself in the long run.
E) All of the above are reasons cited in the text.
Q4) Organizations are able to accurately and objectively measure the bottom-line effects of sales training.
A)True
B)False
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Page 10
Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
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Sample Questions
Q1) Leadership involves a number of skills. However, you realize that there are certain skills that the best leaders develop. Which of the following is one of those skills?
A) rationally analyzing situations
B) coordinating employees
C) developing an overall vision in which people can believe
D) setting goals
E) selecting employees
Q2) Too much reliance on _________ power could lead to a mercenary attitude among salespeople rather than a commitment to the overall vision of the organization.
A) legitimate
B) reward
C) referent
D) coercive
E) expertise
Q3) Coaching is essentially a conversation about a specific event in order to get the salesperson to improve in a certain area.
A)True
B)False
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11
Chapter 10: Ethical Leadership
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Sample Questions
Q1) It is legal to offer a payment to a foreign government official to retain the foreign company's business because everyone else does it.
A)True
B)False
Q2) "Blowing the whistle" on other employees is an easy thing to do.
A)True
B)False
Q3) A good and practical solution to the problems of expense account-related ethical problems is to:
A) present all expense reports to the IRS for review.
B) compare the reports to actual expenses of reliable salespeople and then set reimbursement guidelines based on your findings.
C) ignore the problem if it involves amounts less than $25 per week and is associated with the higher performing salespersons.
D) remove the expense report and move to a 100% commission-based plan where reps pay their own expenses.
E) all of the above.
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Page 12
Chapter 11: Motivating Salespeople
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Sample Questions
Q1) During the establishment stage, salespeople focus on getting ahead in their current occupation.
A)True
B)False
Q2) "Working smarter" refers to the understanding that an increase in the right kind of effort will produce greater performance.
A)True
B)False
Q3) As the sales manager of WGASA Corporation, a major West Coast wholesaler, it's up to you to set quotas for each of WGASA's territories. The veteran sales force tends to work autonomously with minimal supervision or required paperwork on activities. Also, salespeople have no opportunity to set prices or margins. With this type of situation you are most likely to use:
A) expense report quotas.
B) dollar volume quotas.
C) activity quotas.
D) all of the above.
E) none of the above.
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13
Chapter 12: Compensating Salespeople
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Sample Questions
Q1) Disadvantages of paying straight salary include all of the following <b>except</b>:
A) not providing strong incentives for extra effort.
B) they are fixed costs.
C) they are a relatively insecure form of payment, as compared to commission.
D) they overpay the least productive members of a sales team.
E) new trainees may earn almost as much as experienced salespeople with much less productivity.
Q2) Which of the following plans allows the salesperson and company to share the same pool of money so that both are interested in maximizing the pool?
A) combination plans
B) gross margin commissions
C) group bonus plans
D) expense accounts
E) social security plans
Q3) The ideal compensation plan motivates salespeople to achieve their own and the company's objectives.
A)True
B)False
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Chapter 13: Evaluating Sales Force Performance
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95 Flashcards
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Sample Questions
Q1) The four-factor model for sales force evaluation indicates that sales cannot be increased by:
A) making more calls per day.
B) closing more customers.
C) increasing the size of the average order.
D) by working fewer days.
E) increasing one's "batting average" (orders per calls).
Q2) Call reports do not allow sales managers to set activity objectives for individual salespeople.
A)True
B)False
Q3) Contribution margins are usually expressed as:
A) percent of sales.
B) percent of company profit.
C) percent of controllable expenses.
D) percent of indirect expenses.
E) all of the above.
Q4) One can look at sales results by breaking them out by territories. A)True
B)False
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Flashcards
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Sample Questions
Q1) All of the following are factors in devising a Buying Power Index except:
A) percentage of disposable personal income.
B) percentage of industrial sales.
C) percentage of retail sales.
D) percentage of U.S. population.
E) all of the above.
Q2) The __________ method is based on the assumption that sales follow a linear pattern. The major problem with this method, however, is knowing how much past data to include in the calculation of the forecast.
A) exponential smoothing
B) regression
C) moving average
D) percentage rate of change
E) none of the above
Q3) The subjective sales forecasting method that firms use most regularly is:
A) industry survey.
B) intention to buy survey.
C) sales force composite.
D) jury of executive opinion.
E) naïve approach.
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Chapter 15: Territory Design
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Sample Questions
Q1) The most common quantitative factor(s) used to design sales territories is/are:
A) some measure of potential.
B) number of present customers.
C) hotel and travel expenses.
D) a and b of the above.
E) all of the above.
Q2) Balancing territories becomes increasingly more difficult as you add more allocation factors.
A)True
B)False
Q3) Which of the following are possible criteria used to make territory allocations:
A) current customer base.
B) the Buying Power Index.
C) number of prospects.
D) a and c only.
E) all of the above.
Q4) The most popular approach to designing sales territories is known as the buildup method.
A)True
B)False
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Chapter 16: Sales Force Investment and Budgeting
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Sample Questions
Q1) The company wants to spend 8% of sales on the sales force, the cost of supporting a salesperson is estimated at approximately $80,000 per person, and 20% of the sales force budget is for management and other costs. Calculate the number of salespeople the budget will support, if sales are forecasted to be $3.2 million.
A) 2 people
B) 2.5 people
C) 3 people
D) 3.5 people
E) none of the above
Q2) Which of the following are indicators that a sales force might be undersized:
A) key customers wonder where your salesperson is.
B) current customers are considering switching suppliers.
C) new customer development is down.
D) only a and b above.
E) a, b, and c are all indicators of an undersized sales force.
Q3) The sales response approach to determining sales force size is based on the relationship between sales force effort and the sales response.
A)True
B)False
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Page 18