Marketing Management Test Bank
Course Introduction
Marketing Management explores the principles, strategies, and techniques essential for successfully marketing goods and services in dynamic environments. The course provides an in-depth understanding of customer needs, market research, product development, pricing strategies, promotion, and distribution channels. It emphasizes the application of analytical and decision-making tools to create value for customers and competitive advantage for organizations. Students will analyze real-world case studies, develop marketing plans, and examine the ethical and global considerations inherent in effective marketing management.
Recommended Textbook
Management of a Sales Force 12th Edition by
Rosan L. Spiro
Available Study Resources on Quizplus
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
Available Study Resources on Quizplus for this Chatper
93 Verified Questions
93 Flashcards
Source URL: https://quizplus.com/quiz/54543
Sample Questions
Q1) According to the textbook,which of the following represents features of a sales job?
A)The authorization to spend company funds.
B)Representing customers to their companies.
C)Implementation of a firm's marketing strategies in the field.
D)All of these.
E)A and B only.
Answer: D
Q2) Many organizations are becoming flatter,and thus have eliminated levels of management.
A)True
B)False
Answer: True
Q3) Management is a distinct skill,and it cannot be learned.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Strategic Sales Force Management
Available Study Resources on Quizplus for this Chatper
79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/54534
Sample Questions
Q1) The forces of competition are generally under the sales manager's control.
A)True
B)False
Answer: False
Q2) All company decisions and actions should be in alignment with its objectives and strategies.
A)True
B)False
Answer: True
Q3) Political-legal forces are generally beyond the sales manager's control.
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
Page 4
To view all questions and flashcards with answers, click on the resource link above.
Chapter 3: Personal Selling Process
Available Study Resources on Quizplus for this Chatper
62 Verified Questions
62 Flashcards
Source URL: https://quizplus.com/quiz/54533
Sample Questions
Q1) Proof-providing tactics for meeting product objections include:
A)Product brochures.
B)Reassurance from the salesperson.
C)Case histories.
D)Interjections during the presentation from other salespeople.
E)None of these.
Answer: C
Q2) According to study cited in the text,the most successful salespeople are those who spend less time on _________________ questions,and more time on the other question types.
A)Problem discovery.
B)Situational.
C)Confirmatory.
D)Problem impact.
E)Solution value.
Answer: B
Q3) The key to successful selling is the believability of the presentation.
A)True
B)False Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Sales Force Organization
Available Study Resources on Quizplus for this Chatper
96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/54532
Sample Questions
Q1) When a sales force is organized by product line,a major drawback is that sometimes more than one salesperson from a company calls on the same customer.
A)True
B)False
Q2) When IBM reconfigured its sales force by assigning reps to different industries,it was using:
A)Geographic specialization.
B)Market specialization.
C)Sales force specialization.
D)Product specialization.
E)None of these.
Q3) If a district sales manager is assigned a volume quota but is not allowed any voice in the selection of his salespeople,which principle of organization is violated?
A)Relationship of responsibility and authority.
B)Provision for flexibility and stability.
C)Proper span of control.
D)Need for balance and coordination.
E)Provision for centralization.
To view all questions and flashcards with answers, click on the resource link above.
Chapter 5: Profiling and Recruiting Salespeople
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/54531
Sample Questions
Q1) A personal history analysis usually is better adapted for use by a firm with a large sales force that has been in business for several years rather than for newer companies with small sales forces.
A)True
B)False
Q2) Graduates of high schools or vocational schools are not good prospects for career selling jobs.
A)True
B)False
Q3) Regarding recruiting people for sales jobs,the sales reps working for non-competing companies often are a good source of recruits,particularly if they are selling products related to those sold by the recruiting firm.
A)True
B)False
Q4) A company's present sales force is a good source for leads to new recruits. A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Chapter 6: Selecting and Hiring Applicants
Available Study Resources on Quizplus for this Chatper
124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/54530
Sample Questions
Q1) A problem with stress interviews is that:
A)They are too difficult to conduct.
B)They are not valid predictors of performance.
C)They are too costly to conduct.
D)They are illegal.
E)Applicants may get upset about having a stress interview.
Q2) After a person has accepted a job offer in a company's sales force,management's next step with that new sales representative should be to:
A)Introduce the rep to the company president.
B)Get the rep started in the training program.
C)Assimilate the person into the organization.
D)Introduce him or her to customers in his or her new territory.
E)Assign the rep a sales quota,and explain it to him or her carefully.
Q3) In the sales selection process,it is illegal to ask questions about an applicant's age,marital status,or ethnic background.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program
Available Study Resources on Quizplus for this Chatper
86 Verified Questions
86 Flashcards
Source URL: https://quizplus.com/quiz/54529
Sample Questions
Q1) Which of the following is one of the three main reasons why many sales training programs are not very effective.
A)The inability of trainers to connect theoretical concepts to the real challenges in the field.
B)A lack of reinforcement leads to minimal behavioral change.
C)Training sessions are viewed by many reps as time off.
D)Managers don't use the proper training methods.
E)None of these the main reasons why training programs are not very effective.
Q2) In order to determine the training a sales force needs,it will be necessary to do some field investigation.
A)True
B)False
Q3) Web-based training:
A)Saves money,but generally takes longer to accomplish training objectives.
B)Focuses on teaching more advanced selling skills.
C)Is often used in conjunction with face-to-face training.
D)Is expected to grow steadily,but slowly over the next few years.
E)None of these.
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Motivating a Sales Force
Available Study Resources on Quizplus for this Chatper
91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/54528
Sample Questions
Q1) A sales meeting is least likely to be used as a vehicle for:
A)Counseling salespeople about their personal problems.
B)Boosting sales force morale.
C)Improving sales reps' selling techniques.
D)Announcing changes in a company's policies on pricing and channel structure.
E)Getting salespeople better acquainted with top management.
Q2) Ideally,a company should develop a separate motivational package for each sales rep.
A)True
B)False
Q3) 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.
Q4) A salesperson's attributions have little to do with his/her motivation.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Sales Force Compensation
Available Study Resources on Quizplus for this Chatper
106 Verified Questions
106 Flashcards
Source URL: https://quizplus.com/quiz/54527
Sample Questions
Q1) In many companies,incentive pay for developing long term customer relationships is often set as high as:
A)10 percent
B)15 percent
C)20 percent
D)25 percent
E)30 percent
Q2) A sales compensation plan calling for a straight commission based on net sales is least likely to:
A)Attract good salespeople.
B)Lower the morale of poor sales reps.
C)Increase the rep's independence of action.
D)Result in fluctuating earnings for the reps.
E)Stimulate missionary selling activities.
Q3) Compensation is the second most widely used method of motivating the sales force.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Sales Force Quotas Expenses
Available Study Resources on Quizplus for this Chatper
106 Verified Questions
106 Flashcards
Source URL: https://quizplus.com/quiz/54542
Sample Questions
Q1) In which of the following situations will the sales rep most likely be on an unlimited expense payment plan?
A)Manufacturer of electric motors opening a new territory in California.
B)A driver-salesperson for soft drink bottler covering part of southern Illinois.
C)Wholesaler of office supplies selling to retail stores in North Carolina.
D)Small manufacturer of fishing tackle who has weak financial capability.
E)Detail sales rep for pharmaceutical manufacturer,calling on doctors' offices in Atlanta.
Q2) Some expense plans may discourage a sales rep from performing beneficial activities.
A)True
B)False
Q3) One drawback to the expense control plan where the salespeople pay their own expenses is that:
A)The sales reps do not like it.
B)It cannot be used when salespeople are in a training program.
C)It cannot be used when a sales rep is developing a new territory.
D)It discourages reps from performing nonselling activities.
E)None of these is an inherent drawback.
To view all questions and flashcards with answers, click on the resource link above.
Page 12
Chapter 11: Leadership of a Sales Force
Available Study Resources on Quizplus for this Chatper
76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/54541
Sample Questions
Q1) Leadership is a process in which one person influences other people's behavior toward the accomplishment of specific goals.
A)True
B)False
Q2) Corporate policies which would discourage sexual harassment include:
A)Statements about behavior which are prohibited.
B)Penalties for misconduct.
C)Procedures for making,investigating,and resolving complaints.
D)Procedures for education and training.
E)All of these.
Q3) According to a number of research studies,behavior-based control is superior to outcome-based control.
A)True
B)False
Q4) Charisma is something most commonly associated with:
A)Transactional leadership.
B)Citizenship behavior.
C)Task orientation.
D)Transformational leadership.
E)None of these.
Page 13
To view all questions and flashcards with answers, click on the resource link above.
Chapter 12: Sales Forecasting and Developing Budgets
Available Study Resources on Quizplus for this Chatper
109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/54540
Sample Questions
Q1) A new firm with ten salespeople selling expensive navigational instruments to shipbuilders probably should use the ______ method of sales forecasting.
A)Trend analysis.
B)Sales force composite.
C)Test marketing.
D)Correlation analysis.
E)Any of the above is as good as another for this firm.
Q2) The sales forecast is independent of the marketing program.
A)True
B)False
Q3) A sales forecast is the key factor in all operational planning.
A)True
B)False
Q4) A sales department budget is least likely to be used as a tool in:
A)Coordinating sales activities.
B)Controlling departmental expenditures.
C)Forecasting sales.
D)Evaluating a sales executives's performance.
E)Setting sales representatives' quotas.
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 13: Sales Territories
Available Study Resources on Quizplus for this Chatper
74 Verified Questions
74 Flashcards
Source URL: https://quizplus.com/quiz/54539
Sample Questions
Q1) Routing makes the most sense when call frequencies are:
A)infrequent.
B)regular.
C)highly value-added.
D)equal to workload capacity.
E)All of these.
Q2) In which of the following jobs will management most likely plan the routing for the sales force?
A)Xerox selling office copier systems.
B)Salespeople are opening a new geographical market.
C)Sales force sells oil-well drilling equipment in the field.
D)Driver-sales representatives for a beer distributor.
E)Insurance salespeople covering a suburb of Chicago.
Q3) Regardless of whether a company uses the buildup method or breakdown method for determining sales territories,all territories should be equal in size.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 15
Chapter 14: Analysis of Sales Volume
Available Study Resources on Quizplus for this Chatper
73 Verified Questions
73 Flashcards
Source URL: https://quizplus.com/quiz/54538
Sample Questions
Q1) The management process of determining what happened,and what to do about it,is called:
A)Staffing.
B)Planning.
C)Evaluation.
D)Execution.
E)Accounting.
Q2) A systematic,comprehensive,periodic review and evaluation of the marketing activities in an organization is called:
A)A marketing information system.
B)The management process.
C)Marketing planning.
D)Marketing cost analysis.
E)A marketing audit.
Q3) The evaluation process in marketing is a two-stage operation - find out what happened and why it happened.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 16
Chapter 15: Marketing Cost and Profitability Analysis
Available Study Resources on Quizplus for this Chatper
70 Verified Questions
70 Flashcards
Source URL: https://quizplus.com/quiz/54537
Sample Questions
Q1) The term "overhead costs" usually is synonymous with the concept of direct (separable)expenses.
A)True
B)False
Q2) ABC Company's total sales volume is $10 million,with a cost of goods sold equal to 50% of sales,and total indirect expenses of $2 million.The Eastern territory has sales volume that equals $1 million and direct expenses of $200,000.In a full-cost,marketing cost analysis that uses the proportion of sales volume to allocate indirect expenses,the net profit of the Eastern territory is:
A)zero (no profit)
B)$100,000
C)$300,000
D)$500,000
E)None of these
Q3) A major purpose of a marketing cost analysis is to discover unprofitable segments and inefficiently performed functions of a business.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Chapter 16: Evaluating a Salespersons Performance
Available Study Resources on Quizplus for this Chatper
69 Verified Questions
69 Flashcards
Source URL: https://quizplus.com/quiz/54536
Sample Questions
Q1) Which of the following is the best example of a quantitative factor used as a basis for evaluating sales force performance?
A)acceptance of responsibility.
B)number of orders generated.
C)ability to manage their time.
D)knowledge of the products sold.
E)relations with their customers.
Q2) An evaluation of sales force performance can enable management to discover particularly effective sales techniques and incorporate them into the firm's training program.
A)True
B)False
Q3) The task of appraising the performance of individual salespeople is basically a part of the managerial function of:
A)Planning.
B)Evaluation.
C)Setting goals.
D)Sales operations.
E)Staffing.
To view all questions and flashcards with answers, click on the resource link above.
Page 18
Chapter 17: Ethical and Legal Responsibilities of Sales Managers
Available Study Resources on Quizplus for this Chatper
75 Verified Questions
75 Flashcards
Source URL: https://quizplus.com/quiz/54535
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) If an organization has a code of ethics,it is a concrete sign that the organization cares about whether or not its employees are behaving in an ethical manner.
A)True
B)False
Q3) Customers consider the ethical reputation of companies when selecting vendors. A)True
B)False
Q4) The law affects ethical standards.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 19