Sales Management
Midterm Exam
Course Introduction
Sales Management is a comprehensive course that explores the principles, strategies, and techniques essential for planning, directing, and controlling an organizations sales operations. Students will examine key concepts such as sales force recruitment and training, motivation and leadership, territory management, sales forecasting, and evaluation of sales performance. The course emphasizes both the theoretical foundations and practical applications of sales management, including customer relationship building, negotiation skills, and the integration of technology in modern sales processes. Through case studies and real-world examples, students will develop the analytical and decision-making skills required to effectively lead sales teams and drive organizational growth in a competitive marketplace.
Recommended Textbook
Marketing Management 13th Edition by Phil Kotler
Available Study Resources on Quizplus 22 Chapters
3300 Verified Questions
3300 Flashcards
Source URL: https://quizplus.com/study-set/1147
Page 2
Chapter 1: Defining Marketing for the 21st Century
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22474
Sample Questions
Q1) A(n)________ need is a need that the consumer explicitly verbalizes.
A) stated
B) real
C) unstated
D) delight
E) secret
Answer: A
Q2) The U.S.economy today consists of a 70-30 services-to-goods mix.
A)True
B)False
Answer: True
Q3) At the heart of any marketing program is the ________-the firm's tangible offering to the market.
A) service offer
B) product
C) sales support team
D) packaging
E) auxiliary offer
Answer: B
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: Developing Marketing Strategies and Plans
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22475
Sample Questions
Q1) Explain what happens in a SWOT analysis during the strategic planning process. Answer: SWOT (strengths,weaknesses,opportunities,and threats)monitors the external and internal environment by examining key macroeconomic and microeconomic forces and actors that have an impact on the organization's business and industry.See chapter for additional details on the SWOT analysis format.
Q2) In the central role of strategic planning,only a handful of companies stand out as master marketers-Procter & Gamble,Southwest Airlines,Nike,Disney,Nordstrom,Wal-Mart,and McDonald's to name a few.From a consumer's perspective why do you think they stand out Explain.
Answer: Students should explain that these companies focus on the customer and are organized to respond effectively to changing customer needs.They all have well-staffed marketing departments,and all their other departments-manufacturing,finance,research and development,personnel,purchasing-also accept the concept that the customer is king.
Q3) A good illustration of a market definition of the business a company is in would be "We sell gasoline."
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
Page 4
Chapter 3: Gathering Information and Scanning the Environment
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22476
Sample Questions
Q1) Although still a work in progress,the ________ cohort is more idealistic and social-cause oriented,without the cynical,what's-in-it-for-me mindset of other cohorts.
A) N Generation
B) postwar
C) leading-edge baby boomer
D) Depression
E) Generation X
Answer: A
Q2) A ________ is a direction or sequence of events that has some momentum and durability; the shape of the future is revealed and many opportunities are provided.
A) fad
B) fashion
C) trend
D) megatrend
E) style
Answer: C
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Conducting Marketing Research and Forecasting Demand
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22477
Sample Questions
Q1) If a company wants to assess the magnitude of consumers' knowledge,beliefs,preferences,and satisfaction,the company will most likely choose which of the five research approaches outlined in the text
Q2) If a marketing researcher selects the most accessible population members,he or she would have selected the ________ sampling method.
A) simple random
B) stratified random
C) cluster
D) judgment
E) convenience
Q3) A company with a ________ may be held back by low brand awareness,low brand availability,benefit deficiencies,and high price.
A) high market-penetration index
B) high share-penetration index
C) low market-penetration index
D) low share-penetration index
E) none of the above
Q4) Describe a marketing decision support system (MDSS).
To view all questions and flashcards with answers, click on the resource link above. Page 6
Q5) What is the difference between company demand and a company sales forecast
Chapter 5: Creating Customer Value, Satisfaction, and Loyalty
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22478
Sample Questions
Q1) All of the following are examples of the perils of CRM EXCEPT ________.
A) implementing CRM before creating a customer strategy
B) the enormous cost that might eventually drain significant profits from the organization
C) rolling out CRM before changing the organization to match
D) assuming more CRM technology is better
E) stalking, not wooing, customers
Q2) Total customer satisfaction is measured based on the relationship of ________.
A) anticipated and real performance
B) perceived performance and expectation
C) advertised outcomes and real outcomes
D) past experience and present experience
E) customer attitude and salesperson's attitude
Q3) Describe the process of database marketing.
Q4) Marketers have found that pricing plays the most essential role in defining and delivering high-quality goods and services to target customers.
A)True
B)False
Page 7
Q5) Provide a customer-centered definition of the term quality.
Q6) What is a customer touch point
To view all questions and flashcards with answers, click on the resource link above.
Page 8
Chapter 6: Analyzing Consumer Markets
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22479
Sample Questions
Q1) When Mark went to college he had a burning desire to join a social fraternity; for Mark,this would be an example of an aspirational group.
A)True
B)False
Q2) ________ is a set of distinguishing human psychological traits that lead to relatively consistent and enduring responses to environmental stimuli.
A) Image
B) Personality
C) Beliefs
D) Heredity
E) Culture
Q3) One of the five traits of a product's brand personality is thought to be its shape.
A)True
B)False
Q4) With noncompensatory models of consumer choice,positive and negative attribute considerations usually net out.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Page 9
Chapter 7: Analyzing Business Markets
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22480
Sample Questions
Q1) All of the following would be among the major industries that make up the business market <B>EXCEPT</B> ________.
A) agriculture, forestry, and fisheries
B) manufacturing
C) construction
D) banking, finance, and insurance
E) the Internet
Q2) If you decided to go into the systems contracting business,which of the following categories would constitute your main area of expertise,the service you provide for customers
A) Computer applications
B) Database management
C) Manufacturing
D) Promotion management
E) MRO (maintenance, repair, operating) supplies
Q3) The buying center is where consumers go to purchase their goods and services.
A)True
B)False
Q4) Illustrate the differences between a straight rebuy,modified rebuy,and a new-task purchase.
Page 10
To view all questions and flashcards with answers, click on the resource link above.
Chapter 8: Identifying Market Segments and Targets
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22481
Sample Questions
Q1) ________ are products such as Kiehl's skin care and Kendall-Jackson wines that are priced between average middle-market and superpremium Old Luxury brands.
A) Old Luxury brand extensions
B) Accessible superpremium products
C) Deluxury items
D) Hourglass products
E) Masstige goods
Q2) Psychographics is the science of using psychology and demographics to better understand consumers.
A)True
B)False
Q3) A hardware store is interested in reaching people who are characterized by the VALS system as being practical,down-to-earth,and self-sufficient who like to work with their hands,the ________ category.
A) believers
B) strivers
C) survivors
D) experiencers
E) makers
To view all questions and flashcards with answers, click on the resource link above.
Page 11
Chapter 9: Creating Brand Equity
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22482
Sample Questions
Q1) To improve employee morale,Miller Brewing has tapped into its brewing heritage to generate some pride and passion.This is an example of internal branding.
A)True
B)False
Q2) Kisses candy are considered to be a subbrand of Hershey,the manufacturer.
A)True
B)False
Q3) A major advantage of a(n)________ strategy is that the company does not tie its reputation to the product.
A) blanket family name
B) licensing
C) individual-names
D) category extension
E) brand revitalization
Q4) Brand knowledge is indicated when the consumer refuses to purchase competitive brands.
A)True
B)False
Q5) What is permission marketing and why does it work
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 10: Crafting the Brand Positioning
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22483
Sample Questions
Q1) Identify the weaknesses of the product life-cycle concept that you should keep in mind as an aspiring marketing manager.
Q2) Most product life cycles are portrayed as a scalloped shaped curve.
A)True
B)False
Q3) The preferred approach to positioning is to inform consumers of a brand's membership before stating its ________.
A) point-of-parity
B) point-of-difference
C) point of conflict
D) point of weakness
E) point of reference
Q4) ________ are associations that are not necessarily unique to the brand but may in fact be shared with other brands.
A) Points-of-parity
B) Points-of-difference
C) Brand cells
D) Brand positions
E) Points of competitive field
To view all questions and flashcards with answers, click on the resource link above. Page 13
Chapter 11: Dealing with Competition
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22484
Sample Questions
Q1) According to information provided in Michael Porter's model that describes segment structural attractiveness,the threat of mobility can be encountered.In which of the five forces described by Porter would such a threat occur
Q2) Share of market is the percentage of customers who named the competitor in responding to the statement,"Name the first company that comes to mind in this industry."
A)True
B)False
Q3) As a proven strategy for meeting competitors,almost all companies spend the majority of their time focusing on competitors exclusively.
A)True
B)False
Q4) If you were asked to develop a mobile defense for your products that are likely to come under attack from a market challenger,what would you suggest
Q5) Companies that make steady gains in mind share and heart share will inevitably make gains in market share and profitability.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 14
Chapter 12: Setting Product Strategy
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22485
Sample Questions
Q1) As you contemplate the introduction of your company's newest services,you think that the offering of a service guarantee would be a "marketing coup" and completely surprise your competition.You remember that your marketing management text stated that guarantees are most effective in two situations.What are these two situations
Q2) A manufacturer is contemplating introducing a product that is inferior to its competition in its performance,design,and functionality.However,the manufacturer believes that "good brand marketing" can overcome these shortfalls.Why is this thinking incorrect
Q3) Sellers must label their products.Labels serve many purposes beyond just "naming" the product.List the additional services provided by a product's label.
Q4) Your firm is contemplating a bundling strategy for its line of products.In a memo to your boss,you outline the three guidelines for correctly implementing a building strategy.
Q5) Product-mix pricing can involve a number of pricing strategies for the brand manager.List each of these strategies and briefly define each.
Q6) Various factors have contributed to the increased importance of packaging as a marketing tool.List and briefly describe these events.
To view all questions and flashcards with answers, click on the resource link above.
Page 15
Chapter 13: Designing and Managing Services
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22486
Sample Questions
Q1) A service company can differentiate itself by designing a better and faster delivery system.
A)True
B)False
Q2) There are five categories of service offerings depending upon whether or not the service component is minor or major.In which of the five categories would you place a restaurant
Q3) Services can be judged on customer importance and company performance.
A)True
B)False
Q4) Excellent service companies know that positive employee attitudes will promote stronger customer loyalty.
A)True
B)False
Q5) Brand personality is an important image dimension for services.
A)True
B)False
Q6) What are the dangers associated with providing differentiated levels of service to customers in different profit tiers
Page 16
To view all questions and flashcards with answers, click on the resource link above.
Chapter 14: Developing Pricing Strategies and Programs
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22487
Sample Questions
Q1) Activity-based cost accounting is just another method to distribute attributable costs across the product line.
A)True
B)False
Q2) Texas Instruments builds a large plant to produce a great quantity of products,hoping that as prices decline,sales volume increases and thus costs decline.This market-penetration pricing is dependent upon three conditions existing in the marketplace.Which one of the following is NOT one of these conditions
A) Low price discourages competition from entering the market.
B) Production and distribution costs actually fall with increases in production.
C) Low prices does not increase consumer demand but increases retailer competition.
D) The market is stimulated by lower prices.
E) The market is highly price sensitive.
Q3) As a small firm in a commodity industry,you are often faced with a pricing policy that can best be described as "going-rate pricing." Explain how this pricing policy works.
Q4) What is experience-curve pricing and what risks does it carry
Q5) How would you explain the concept of "price elasticity" to a co-worker
To view all questions and flashcards with answers, click on the resource link above.
Page 17
Chapter 15: Designing and Managing Integrated Marketing
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22488
Sample Questions
Q1) In adding e-commerce,a brick-and-click company need not worry about backlash from retailers,brokers,agents,or other intermediaries.
A)True
B)False
Q2) Which of the following is a type of contractual VMS
A) Specialty stores
B) Franchise organizations
C) Kiosks stores
D) Catalog stores
E) None of the above
Q3) Exclusive distribution involves the use of more than a few but less than all of the intermediaries that are willing to carry your product.
A)True
B)False
Q4) Each channel alternative needs to be evaluated against economic,control,and power criteria.
A)True
B)False
Q5) Why is a marketing channel system so important to the manufacturer
To view all questions and flashcards with answers, click on the resource link above. Page 18
Chapter 16: Managing Retailing, Wholesaling, and Logistics
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22489
Sample Questions
Q1) Integrated logistics systems (ILS)involves materials management,________,and physical distribution,aided by information technology.
A) information flow systems
B) material flow systems
C) cash flow systems
D) product management systems
E) none of the above
Q2) The retailer's product assortment does not need to match the target market's shopping expectations.
A)True
B)False
Q3) Today,growth in the retail market is centered firmly in the middle market,leaving luxury retailers and discounting specialists struggling.
A)True
B)False
Q4) Retailers are facing increasing competition from other manufacturer-to-consumer distribution channels.A retailer must develop a product-differentiation strategy.The author suggests seven product-differentiation strategies.List and explain these seven.
To view all questions and flashcards with answers, click on the resource link above. Page 19
Chapter 17: Designing and Managing Integrated Marketing Communications
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22490
Sample Questions
Q1) Selecting efficient channels to carry the message becomes more difficult as channels of communication become more fragmented and cluttered.
A)True
B)False
Q2) Integrated marketing communications is a concept of marketing communications planning that recognizes the added value of a comprehensive plan.
A)True
B)False
Q3) Personal communications channels derive their effectiveness through individualized presentation and feedback.Within this category,we can distinguish between three channels: advocate channels,expert channels,and social channels.How would you characterize a seminar directed to retirees on buying real estate with no money down
Q4) Dramatic changes in consumer technologies and media habits have ________.
A) eroded the effectiveness of the mass media
B) increased the effectiveness of the mass media
C) expanded the appeal of mass-media marketing
D) reduced the cost of mass-media marketing
E) all of the above
To view all questions and flashcards with answers, click on the resource link above. Page 20
Chapter 18: Managing Mass Communications:
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22491
Sample Questions
Q1) The advertising objective should emerge from a thorough analysis of the current marketing situation.
A)True
B)False
Q2) A creative brief is an elaboration of the positioning statement of the brand.
A)True
B)False
Q3) _______ is a particularly important skill in publicizing fund-raising drives for nonprofit organizations.
A) Event creation
B) Supply-side measurement
C) Demand-side measurement
D) Containerization
E) Incremental exposure
Q4) Advertising's sales effect is generally no more difficult to measure than its communication effect.
A)True
B)False
Q5) Define the concept of "consumer franchise-building" sales promotions.
Q6) Explain the concept of "impact."
Page 21
To view all questions and flashcards with answers, click on the resource link above.
Chapter 19: Managing Personal Communications:
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22492
Sample Questions
Q1) A microsite is a limited area on the Web managed and paid for by an external advertiser/company.
A)True
B)False
Q2) Inside salespeople are of three types.These include the technical support people,the sales assistants,and the _________ who use the phone to find new leads,qualify them,and sell to them.
A) marketing assistants
B) office assistants
C) telemarketers
D) support people
E) sales assistants
Q3) Visitors to a Web site will judge a site's performance on its ease of use and on the Internet service provider.
A)True
B)False
Q4) List the ways television is used by direct marketers.
Q5) Interstitials are advertisements that pop up between changes on a Web site.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 22
Chapter 20: Introducing New Market Offerings
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22493
Sample Questions
Q1) In controlled test marketing,a research firm manages a panel of stores that will carry new products for a fee.
A)True
B)False
Q2) A(n)________ loses money when its sales do not cover variable costs.
A) strategic product failure
B) market product failure
C) absolute product failure
D) relative product failure
E) transfer product failure
Q3) One of the reasons new products can fail is________.
A) low development cost
B) government regulations
C) poor packaging
D) ignored or misinterpreted market research
E) all of the above
Q4) An innovation is any good,service,or idea that is "new to the world."
A)True
B)False
Q5) Differentiate between a product idea and a product concept.
Page 23
To view all questions and flashcards with answers, click on the resource link above.
Chapter 21: Tapping into Global Markets
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22494
Sample Questions
Q1) As required levels of distribution increase,so do customer prices relative to the importer's price.
A)True
B)False
Q2) MERCOSUR is a free trade zone linking which of the following South American countries
A) Mexico, Japan, Brazil, Paraguay, and Venezuela
B) Mexico, Brazil, and Paraguay
C) Brazil, Argentina, Paraguay, and Venezuela
D) Canada, Brazil, and Paraguay
E) Brazil, Argentina, Paraguay, Uruguay, and Venezuela
Q3) Global marketers know that buyers hold distinct attitudes and beliefs about brands or products from different countries.These country-of-origin perceptions do not affect consumer decision making directly or indirectly.
A)True
B)False
Q4) Most companies would prefer to remain domestic if their domestic market were large enough.Yet several factors are drawing more and more companies into the international arena.List some of these factors.
To view all questions and flashcards with answers, click on the resource link above. Page 24
Chapter 22: Managing a Holistic Marketing Organization
Available Study Resources on Quizplus for this Chatper
150 Verified Questions
150 Flashcards
Source URL: https://quizplus.com/quiz/22495
Sample Questions
Q1) Several companies are now adding ________ to support the sales efforts in high-volume markets.
A) behavior specialists
B) consumer specialists
C) area market specialists
D) regional managers
E) district managers
Q2) Product and brand management systems are sometimes characterized as a hub-and-spoke system.
A)True
B)False
Q3) Some of the specific means by which cause-marketing programs can build brand equity with consumers include _________.
A) building brand awareness and enhancing brand image
B) establishing brand credibility
C) evoking brand feelings and creating a sense of brand community
D) eliciting brand engagements
E) all of the above
Q4) Give an example of a cognitive social marketing campaign.
Q5) Identify the four characteristics of a marketing audit.
Page 25
To view all questions and flashcards with answers, click on the resource link above.