Sales Management
Mock Exam
Course Introduction
Sales Management is a comprehensive course that explores the principles, strategies, and tactics essential for effective sales force management in today's dynamic business environment. Students will learn about the key functions of sales management, including recruiting, training, motivating, and evaluating sales personnel, as well as designing sales territories and quotas. The course also covers contemporary issues such as relationship selling, use of technology in sales, ethical responsibilities, and managing diverse sales teams. Through real-world case studies and practical exercises, students will develop skills to create and implement successful sales plans, optimize sales processes, and drive organizational revenue growth.
Recommended Textbook
Marketing An Introduction 12th Edition by Gary Armstrong
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16 Chapters
1600 Verified Questions
1600 Flashcards
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Page 2
Chapter 1: Marketing: Creating and Capturing Customer Value
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100 Verified Questions
100 Flashcards
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Sample Questions
Q1) ________ is the total combined customer lifetime values of all the company's current and potential customers.
A) Share of customer
B) Value proposition
C) Customer equity
D) Market share
E) Customer-perceived value
Answer: C
Q2) Customer-perceived value is defined as a customer's evaluation of the perceived difference between all the benefits and all the costs of a market offering relative to those of competing offers.
A)True
B)False
Answer: True
Q3) The more loyal a firm's profitable customers,the lower its customer equity.
A)True
B)False
Answer: False
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Chapter 2: Company and Marketing Strategy: Partnering to
Build Customer Relationships
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100 Flashcards
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Sample Questions
Q1) What is a business portfolio? How does a company typically conduct a portfolio analysis?
Answer: A business portfolio is the collection of businesses and products that make up a company.Business portfolio planning involves two steps.First,the company must analyze its current business portfolio and determine which businesses should receive more,less,or no investment.Second,it must shape the future portfolio by developing strategies for growth and downsizing.The major activity in strategic planning is business portfolio analysis,whereby management evaluates the products and businesses that make up the company.The company will want to put strong resources into its more profitable businesses and phase down or drop its weaker ones.Management's first step is to identify the key businesses that make up the company,called strategic business units (SBUs).An SBU can be a company division,a product line within a division,or sometimes a single product or brand.The company next assesses the attractiveness of its various SBUs and decides how much support each deserves.When designing a business portfolio,it's a good idea to add and support products and businesses that fit closely with the firm's core philosophy and competencies.The purpose of strategic planning is to find ways in which the company can best use its strengths to take advantage of attractive opportunities in the environment.
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Page 4
Chapter 3: Analyzing the Marketing Environment
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100 Flashcards
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Sample Questions
Q1) Which of the following is a demographic trend observed in the United States?
A) More people are working remotely.
B) Fewer women are entering the workforce.
C) Literary rates are dropping in the United States.
D) More people are migrating from the suburbs to the cities.
E) More people are shifting toward the manufacturing industry.
Answer: A
Q2) Governments most likely enact business legislation to ________.
A) prevent unfair competition in the market
B) allow a single large monopoly in the market
C) prevent alternative products from entering the market
D) protect the interests of producers rather than society
E) dissociate social responsibility from commerce
Answer: A
Q3) Effective marketing managers take a reactive rather than a proactive approach to the marketing environment.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Managing Marketing Information to Gain Customer Insights
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Sample Questions
Q1) Which of the following is true of competitive marketing intelligence?
A) It can predict a firm's future but not the pattern of forces in the market.
B) It cannot be collected from internal sources of a firm such as employees and sales force.
C) It requires inside information from a competitors' internal database.
D) It can be obtained from information that is available in the public domain.
E) It can be obtained from online databases only through subscription and a fee.
Q2) Marketing researchers can conduct their own searches of secondary data sources by using commercial online databases.
A)True
B)False
Q3) Erica Jenson has a limited budget to conduct a market research.Which of the following research approaches would provide Erica with the most cost-effective way to reach a large number of respondents in a short period?
A) telephone surveys
B) personal interviews
C) Internet-based surveys
D) mail surveys
E) focus group interviews
Page 6
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Chapter 5: Understanding Consumer and Business Buyer Behavior
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Sample Questions
Q1) Opinion leaders are also known as ________.
A) lagging adopters
B) leading adopters
C) early mainstream adopters
D) late mainstream adopters
E) barnacles
Q2) ________ refers to the practice of including ethnic themes within a company's mainstream marketing.
A) Cross-cultural marketing
B) Buzz marketing
C) Viral marketing
D) Guerilla marketing
E) Cause marketing
Q3) A(n)________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
A) stimulus
B) motive
C) cue
D) perception
E) attitude
Page 7
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Chapter 6: Customer-Driven Marketing Strategy: Creating
Value for Target Customers
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Sample Questions
Q1) When a market segment is large or profitable enough to serve,it is termed
A) measurable
B) accessible
C) substantial
D) actionable
E) differentiable
Q2) Stores offering low-quality alternatives to luxury products at low prices most likely follow a ________ positioning strategy.
A) more-for-the-same
B) more-for-less
C) same-for-less
D) less-for-much-less
E) more-for-more
Q3) Compare and contrast local and individual marketing.
Q4) Even if a segment has the right size and growth and is structurally attractive,a company must consider its own objectives and resources before targeting that segment.
A)True B)False
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Chapter 7: Products,Services,and Brands: Building
Customer Value
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100 Flashcards
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Sample Questions
Q1) ________ involves using an existing brand name for a new product category.
A) Line extension
B) Co-branding
C) New branding
D) Brand extension
E) Multibranding
Q2) A laundry detergent that consumers purchase frequently,with minimum comparisons,is an example of a(n)________ product.
A) unsought
B) shopping
C) convenience
D) specialty
E) industrial
Q3) Explain,with examples,the four characteristics of services that a company must consider when designing marketing programs.
Q4) What are the two ways in which a company can extend its product line?
Q5) What is a product mix? What are the four dimensions of a product mix?
Q6) What are the two dimensions of product quality?
Q7) What is brand equity?
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Chapter 8: New Product Development and Product Life
Cycle Strategies
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Sample Questions
Q1) In the ________ stage,a firm most likely faces a trade-off between high market share and high current profit.
A) growth
B) decline
C) maturity
D) introduction
E) commercialization
Q2) What are the advantages of an innovation management system for developing new products?
Q3) Sequential product development,which is a team-oriented approach,enables firms to bring products to market very quickly.
A)True
B)False
Q4) Fads are characterized by their ________.
A) enduring nature that spans several generations
B) low rates of adoption by consumers
C) unusually high sales and rapid decline
D) basic and distinctive modes of expression that seldom become unpopular
E) non-attainment of the last two stages of the product life cycle
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Q5) What is crowdsourcing? How is crowdsourcing useful in new product development?
Chapter 9: Pricing: Understanding and Capturing Customer Value
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Sample Questions
Q1) A value-based pricing strategy most likely begins with ________.
A) assessing customer needs
B) designing a stylish product
C) evaluating the product's costs
D) promoting the product's benefits
E) setting a price based on perceived value
Q2) Pricing strategies usually remain the same as a product passes through its life cycle.
A)True
B)False
Q3) When Luxury Motors gives price reductions to its new car dealers to reward them for participating in advertising and sales support programs,the firm is granting ________.
A) cash discounts
B) seasonal discounts
C) quantity discounts
D) promotional allowances
E) trade-in allowances
Q4) Explain competition-based pricing.
Q5) Explain product line pricing.
11
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Chapter 10: Marketing Channels: Delivering Customer Value
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Sample Questions
Q1) Which of the following is true of a vertical marketing system?
A) It is formed when two or more companies at one level join together to follow a new marketing opportunity.
B) It is formed when a single firm sets up two or more marketing channels to reach one or more customer segments.
C) It does not give overall power to any one member in the channel.
D) It has each channel member acting as a separate business unit trying to maximize its own profits.
E) It has one channel member owning all the other channel members or has contracts with all other channel members.
Q2) Reverse logistics refers to moving ________.
A) unwanted, excess products from resellers to producers
B) raw materials from suppliers to the factory
C) excess materials from the factory to suppliers
D) finished products from the factory to customers
E) finished products from producers to resellers
Q3) What are the responsibilities of channel members?
Q4) Explain multichannel distribution systems with an example.
Q5) What are the different functions of the members of a marketing channel?
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Chapter 11: Retailing and Wholesaling
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Sample Questions
Q1) When compared to merchant wholesalers,brokers and agents ________.
A) perform greater functions
B) do not take title to goods
C) deal only in services and not products
D) do not engage in any negotiation of wholesale deals
E) rarely specialize in one product category or customer type
Q2) Casey's is a large supermarket that practices everyday low pricing.Therefore,consumers should expect few discounts or sales if shopping at Casey's regularly.
A)True
B)False
Q3) A ________ contains between 15 and 50 retail stores,including a department or variety store,a supermarket,specialty stores,professional offices,and sometimes a bank.
A) community shopping center
B) warehouse club
C) superstore
D) neighborhood shopping center
E) regional shopping mall
Q4) Describe the differences between discount stores and off-price retailers.
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Chapter 12: Engaging Consumers and Communicating
Customer Value: Advertising and Public Relations
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Sample Questions
Q1) ________ is any paid form of nonpersonal presentation and promotion of ideas,goods,or services by an identified sponsor.
A) Sales promotion
B) Personal selling
C) Advertising
D) Public relations
E) Direct marketing
Q2) The objective of ________ advertising is to build primary demand.
A) reminder
B) comparative
C) personal
D) informative
E) persuasive
Q3) ________ advertising would most likely result in advertising wars between competitors.
A) Reminder
B) Comparative
C) Personal
D) Informative
E) Classified
Page 14
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Chapter 13: Personal Selling and Sales Promotion
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Sample Questions
Q1) List the various types of sales promotions.What are the objectives of each type?
Q2) Easy Life manufactures a wide range of kitchen appliances,healthcare products,and cosmetics.Its salespeople are divided on the basis of their expertise in a product category.Again,within each category,they are divided into teams addressing large retail customers,convenience stores,and the general public.Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?
A) territorial and market
B) product and market
C) product and territorial
D) geographical and product
E) market and customer
Q3) In which step of the selling process does a salesperson or company identify qualified potential customers?
A) demonstration
B) preapproach
C) prospecting
D) approach
E) presentation
Q4) How do companies use the workload approach to set sales-force size?
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Chapter 14: Direct, Online, Social Media, and Mobile Marketing
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Sample Questions
Q1) Which of the following is most likely a consequence of permission-based e-mail marketing?
A) higher return rates
B) excessive spamming
C) increased consumer frustration
D) lower consumer response rates
E) reduced consumer interaction
Q2) Which of the following would most likely provide on-the-go product information,instant access to price comparisons and customer reviews,and instant digital coupons?
A) indirect marketing
B) television marketing
C) mobile marketing
D) inbound telephone marketing
E) direct-mail marketing
Q3) Explain the major benefits of direct and digital marketing for both customers and sellers.
Q4) Do-not-call legislation has rendered all forms of telemarketing ineffective.
A)True
B)False
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Chapter 15: The Global Marketplace
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Sample Questions
Q1) Explain management contracting with an example.What are its advantages and disadvantages?
Q2) Foreign-based production facilities offer many advantages to an investing company if the foreign market is small.
A)True
B)False
Q3) Which of the following is a disadvantage of straight product extension?
A) It involves additional product development costs.
B) It involves changing the product to meet local requirements.
C) It requires planning a new promotional strategy to promote the product.
D) It can be costly in the long run if products fail to satisfy consumers.
E) It requires making changes in the manufacturing process.
Q4) A tax on an imported product designed to raise revenue or protect domestic firms is referred to as a(n)________.
A) exchange
B) excise
C) fine
D) quota
E) tariff
Q5) Explain the whole-channel view of the distribution process.
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Chapter 16: Social Responsibility and Ethics
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Sample Questions
Q1) ________ serves as a guide to the future,laying out how a company's products and services,processes,and policies must evolve and what new technologies must be developed to get there.
A) An environmental mission statement
B) A cradle-to-cradle practice
C) Pollution prevention
D) Product stewardship
E) A sustainability vision
Q2) Deceptive promotion involves falsely advertising a large price reduction from a phony high retail list price.
A)True
B)False
Q3) How can companies help marketers act ethically when faced with ethical dilemmas?
Q4) Environmentalists assert that the marketing system's goal should be to maximize ________.
A) gross domestic product
B) consumer satisfaction
C) life quality
D) consumer choice
E) consumption
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