Sales Management Practice Questions
Course Introduction
Sales Management is a comprehensive course designed to equip students with the theories, principles, and practical skills essential for effective sales force management. The curriculum covers key topics such as sales planning and forecasting, recruitment and training of sales personnel, motivation and compensation strategies, territory design, and performance evaluation. Students will also explore contemporary issues in sales, including the use of digital tools, ethical selling practices, and adapting to dynamic market environments. Through case studies and real-world projects, participants will develop the ability to devise and implement sales strategies that align with organizational goals and drive business growth.
Recommended Textbook
Business Marketing Management B2B 11th Edition by Michael
D. Hutt
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15 Chapters
1161 Verified Questions
1161 Flashcards
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Chapter 1: A Business Marketing Perspective
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87 Verified Questions
87 Flashcards
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Sample Questions
Q1) As an industrial customer,Ford Motor Company would be classified as:
A)a user.
B)an original equipment manufacturer (OEM).
C)a user in purchasing some products,an OEM in purchasing other products.
D)a producer of facilitating goods.
Answer: C
Q2) The cost of raw materials such as sheet steel is treated as:
A)an expense item which is depreciated over time.
B)a capital item which is depreciated over time.
C)a fixed cost.
D)an expense item which is assigned to the manufacturing process.
E)none of the above.
Answer: D
Q3) A marketing strategy that works well for selling entering goods should be equally successful for facilitating goods.
A)True
B)False
Answer: False
Q4) Those that have the power in the business buying process are referred to as:
Answer: Key buying influentials
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Chapter 2: Organizational Buying Behavior
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Sample Questions
Q1) Within the buying center,individuals who actually make the organizational buying decision,whether or not they have formal authority to do so,are performing the role of:
A)a user.
B)a gatekeeper.
C)an influencer.
D)a decider.
E)a buyer.
Answer: D
Q2) Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A)casual purchases.
B)routine low priority purchases.
C)straight rebuy purchases.
D)extensive problem-solving purchases.
Answer: B
Q3) ____________________forces involve job function,past experience,and buying motives of individual decision participants
Answer: Individual
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4
Chapter 3: Customer Relationship Management Strategies for Business Markets
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Sample Questions
Q1) Once a firm implements an Activity-Based Costing approach,and plots cumulative profitability against customers,a striking pattern emerges that is known as:
Answer: The Whale Curve
Q2) Which of the following are reasons for business marketers to employ relationship marketing activities?
A)Loyal customers are far more profitable than price sensitive customers.
B)Having strong relationships with customers can be hard for competitors to understand or duplicate.
C)Both (a)and (b)are true.
D)Neither (a)nor (b)is true.
Answer: C
Q3) The most profitable customers are those that have a high____________________and a low____________________.
Answer: Net margin realized,Cost-to-serve
Q4) Please identify the three main components of a strong customer-relating capability and how each component helps develop a strong customer-relating capability. How does customer-relating capability lead to a relationship advantage?
Answer: Not answer
Page 5
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Chapter 4: Segmenting the Business Market and Estimating
Segment Demand
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Sample Questions
Q1) Time series methods are well suited to short-range forecasting because the assumption that the future will be like the past is more reasonable over the short run than over the long run.
A)True
B)False
Q2) By directing its resources to all of its customers evenly,the business marketer is less vulnerable to focused competitors that may seek to "cherry pick" the firm's most valuable customers.
A)True
B)False
Q3) The sales force composite approach to forecasting is a quantitative forecasting method because it uses past sales data to predict future sales potential.
A)True
B)False
Q4) Regression models are useful to industrial firms projecting final consumer demand for items of which their products become a part.
A)True
B)False
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Chapter 5: Business Marketing Planning: Strategic Perspectives
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Sample Questions
Q1) Responsibility charting constitutes an approach that can be used to classify decision-making roles and to highlight the multifunctional nature of business marketing decision-making. A manager who is asked for substantive input before the decision is approved but does not possess veto power is performing which of the following roles?
A)responsible
B)approve
C)consult
D)implement
E)inform
Q2) Suppliers and coalitions are part of a firm's value network.
A)True
B)False
Q3) For a strategy to succeed,individuals in a company must understand and share a common definition of a firm's existing business concept.
A)True
B)False
Q4) The business mission defines where the firm competes.
A)True
B)False
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Chapter 6: Business Marketing Strategies for Global Markets
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Sample Questions
Q1) Multinational firms have traditionally managed operations outside their home country with an approach that permits individual subsidiaries to compete independently in different country-markets. Here each subsidiary resembles a strategic business unit that is expected to contribute earnings and growth to the organization. This describes:
A)a multidomestic strategy.
B)a differentiated strategy.
C)a global strategy.
D)an export-based strategy.
E)a coordinated strategy.
Q2) _____ involves sourcing a product from a producer located in a foreign country for sale there or in other countries.
A)Contract manufacturing
B)Exporting
C)Franchising
D)A joint venture
E)A turnkey operation
Q3) A global industry is one in which a firm's ____________________ in one country is significantly influenced by its position in other countries.
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Chapter 7: Managing Products for Business Markets
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Sample Questions
Q1) During the tornado phase of the adoption life cycle,the business marketing strategist should:
A)focus on market segmentation.
B)extend distribution channels.
C)drive to the next lower price point.
D)all of the above.
E)(b)and (c)only.
Q2) Proprietary items are industrial products that are offered only in certain configurations and produced in anticipation of orders.
A)True
B)False
Q3) ____________________ is a set of brand assets and liabilities linked to a brand,its name,and symbol that add to or subtract from the value provided by a product or service and/or to that firm's customers.
Q4) For high-technology firms,well-recognized executives and competitive actions can both be drivers of brand attitude change.
A)True
B)False
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Chapter 8: Managing Innovation and New Industrial
Product
Development
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Sample Questions
Q1) Compared with induced strategic behavior,autonomous or____________________initiatives are more likely to involve a communication process that departs from the regular work flow and the hierarchical decision-making channels.
Q2) Special insights into innovation management can come from examining the rate at which products are improving and customers can use the improvements. These insights are captured in:
A)the disruption innovation model.
B)the supply chain management model.
C)the derivative projects model.
D)the value network.
E)the technology life cycle adoption model.
Q3) Marketing____________________ is the fit between the needs of the project and the firm's resources and skills in marketing.
Q4) Which of the following is NOT a type of development project?
A)Derivative.
B)Platform.
C)Breakthrough.
D)Research and development.
E)Market capital.
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Chapter 9: Managing Services for Business Markets
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Sample Questions
Q1) Differences between goods and services include:
A)intangibility.
B)variability.
C)profitability.
D)All of the above.
E)Only a and b.
Q2) The ____ defines the general benefits the service company will provide in terms of the bundle of goods and services sold to the customer.
A)customer-benefit concept
B)service offer
C)cross-selling concept
D)mixed bundling concept
E)service concept
Q3) Demand for services is rarely steady or predictable enough to avoid service perishability.
A)True
B)False
Q4) Treating customers as individuals exemplifies the____________________dimension of service quality.
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Chapter 10: Managing Business Marketing Channels
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Sample Questions
Q1) Business marketing channels typically include fewer types of intermediaries than consumer-goods channels.
A)True
B)False
Q2) Industrial products that are complex,unique and made to order are more frequently sold through:
A)direct channels.
B)indirect channels.
C)manufacturers' representatives.
D)industrial distributors.
E)merchant wholesalers.
Q3) The manufacturer-rep channel is generally used when the:
A)gross margin is large.
B)product is not technically complex.
C)product is not standard,but is closer to made-to-order.
D)all of the above.
Q4) Industrial distributors are generally large business firms that cover broad geographical markets.
A)True
B)False
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Chapter 11: Supply Chain Management
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Sample Questions
Q1) For innovative products,the goal is to design a supply chain that minimizes logistics and inventory costs,and assures low- cost manufacturing.
A)True
B)False
Q2) A firm that can respond to a customer's unique requirements for packaging and order size in a cost-effective manner is addressing which of the following supply chain goals?
A)time compression
B)waste reduction
C)unit cost reduction
D)flexible response
E)inventory reduction
Q3) As a controllable element in the logistics system,_____ relates to the effectiveness of creating time and place utility.
A)customer service
B)order processing
C)inventory control
D)production planning
E)logistics communication
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Page 13
Chapter 12: Pricing Strategy for Business Markets
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Sample Questions
Q1) General plant overhead is an example of _____ costs.
A)direct traceable
B)indirect traceable
C)general
D)attributable
Q2) If the business marketer's product input assumes an insignificant role in the final product's total cost,demand is likely:
A)elastic.
B)price sensitive.
C)inelastic.
D)small.
Q3) Developing a bidding strategy is the important first step in planning for competitive bidding.
A)True
B)False
Q4) The Robinson-Patman Act holds that it is unlawful to____________________in price between different purchasers of commodities of like grade and quality.
Q5) The first component in the Price-Setting Decision Process is____________________.
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Chapter 13: Business Marketing Communications: Advertising and Sales Promotion
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Sample Questions
Q1) The benefits of having a trade show exhibit to business marketers include:
A)the ability communicate with a large and interested audience.
B)free publicity.
C)the generation of sales leads.
D)All of the above.
E)Only (a)and (c).
Q2) Generally,social media can augment an offering to expand the value proposition,thereby changing what people buy and how they relate to a brand
A)True
B)False
Q3) Important social media to be considered by B2B marketers would be focused on: A)discussion forums
B)blogs.
C)social networks.
D)wiki
E)all of the above
Q4) Explain why a full-page ad by Digital in the Wall Street Journal might be carefully read by a production manager at Pillsbury but quickly passed over by the purchasing manager across the hall.
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Chapter 14: Business Marketing Communications:
Managing the Personal Selling Function
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Sample Questions
Q1) Concerning the level of sales that a salesperson might achieve in a particular territory,which specific territory traits appear to be most important?
A)potential,workload,dispersion
B)potential,concentration,dispersion
C)potential,competition,concentration
D)potential,workload,competition
E)potential,dispersion,competition
Q2) An example of a planning and control unit or PCU is a sales territory.
A)True
B)False
Q3) Why is training so important to selling organizations? What are some of the keys to effective salesperson training programs?
Q4) IBM is reorganizing its marketing and sales operations into 14 worldwide industry groups such as banking,retail,and insurance. In moving away from an organization based on geography,IBM hopes to eliminate turf wars and make itself more responsive to customers. Explain the cost/benefit trade-offs of a market-centered sales organization. What is the nature of the turf wars that plague firms that are organized around products or geographical territories?
Page 16
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Chapter 15: Marketing Performance Measurement
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Sample Questions
Q1) When using strategy maps,shareholder value can be created via:
A)long-term revenues.
B)short-term productivity.
C)product differentiation.
D)All of the above.
E)Only (a)and (b).
Q2) In regard to profitability control,a segment can be a channel structure.
A)True
B)False
Q3) A firm that sells sophisticated equipment to paper manufacturers (for example,Mead Corporation)learned that the same technology may have important potential in the lucrative food-processing industry. Potential customers here would include firms such as General Foods and Sarah Lee. Suggest several critical issues that this firm should address before embarking on this new strategy course.
Q4) Although the dividing line between strategy and execution is a bit fuzzy,it is often not difficult to diagnose implementation problems and to distinguish them from strategy deficiencies.
A)True
B)False
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