Sales Management Practice Questions
Course Introduction
Sales Management explores the principles, strategies, and techniques essential for managing a successful sales force in today's dynamic business environment. The course covers key topics such as sales planning, recruitment and training of sales personnel, motivation and compensation, territory and quota management, sales forecasting, and performance evaluation. Through real-world case studies and practical exercises, students will develop the analytical and leadership skills necessary to create effective sales strategies, manage customer relationships, leverage sales technologies, and drive organizational growth. The course emphasizes ethical decision-making and best practices for building and leading high-performing sales teams.
Recommended Textbook
Framework for Marketing Management 6th Edition by Philip T. Kotler
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18 Chapters
1440 Verified Questions
1440 Flashcards
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Chapter 1: Defining Marketing for the New Realities
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) A short definition of marketing is "meeting needs profitably."
A)True
B)False
Answer: True
Q2) When Volvo runs ads suggesting that its cars are the safest that money can buy, it is trying to ________.
A) segment the market
B) provide a service
C) enter a new market
D) develop brand loyalty
E) position its product
Answer: E
Q3) The value of an offering is described as the ________.
A) price consumers are charged for a product
B) cost of manufacturing a product
C) degree to which consumer demand for a product is positive
D) sum of the tangible and intangible benefits and costs to customers
E) intangible benefits gained from a product
Answer: D
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Page 3
Chapter 2: Developing and Implementing Marketing Strategies and Plans
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) A marketing dashboard should display ________.
A) implementation controls
B) plans for each marketing audit
C) the company's marketing-mix models
D) the instrument panel of all vehicles sold by a dealership
E) a customer-performance scorecard and a stakeholder-performance scorecard
Answer: E
Q2) The annual plan control process begins with measuring performance.
A)True
B)False
Answer: False
Q3) What is the second phase of the value creation and delivery sequence?
A) choosing the value
B) providing the value
C) communicating the value
D) calculating the value
E) calibrating the value
Answer: B
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Chapter 3: Capturing Marketing Insights and Forecasting Demand
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80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/29585
Sample Questions
Q1) The response rate is usually very high for mail questionnaires.
A)True
B)False
Answer: False
Q2) Briefly describe the methods of forecasting future demand. Answer: The methods are:
1. Survey of buyers' intentions: Marketers survey customers about purchase probability, present and future finances, and expectations about the economy.
2. Composite of sales force opinions: Sales representatives are asked to estimate their future sales.
3. Expert opinion: The company obtains forecasts from experts, including dealers, distributors, suppliers, consultants, and trade associations. They also may buy forecasts from economic-forecasting firms.
4. Past-sales analysis: The forecast is based on time-series analysis, exponential smoothing, statistical demand analysis, or econometric analysis. These methods use past sales as the basis for the forecast.
5. Market-test method: The marketers conduct a direct-market test to understand customer response and estimate future sales.
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Chapter 4: Creating Long-Term Loyalty Relationships
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Villy Custom Bicycles come in a variety of mix and match colors and styles so consumers can design their own. This is an example of personalizing the product.
A)True
B)False
Q2) Of customers who register a complaint, ________.
A) all will do business with the company again because they are unwilling to dedicate the effort required to find another vendor
B) none will do business with the company again
C) customers whose complaints are satisfactorily resolved are more likely to provide publicity than those who are dissatisfied
D) the speed of resolution has no impact on the likelihood of repeat business
E) some will do business with the company again if their complaint is resolved
Q3) A key driver of shareholder value is the aggregate value of the customer base. Identify the five strategies employed by successful companies to improve the value of their customer base by attracting and retaining customers.
Q4) Identify ways in which companies facing customer complaints can recover customer goodwill.
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Chapter 5: Analyzing Consumer and Business Markets
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Business markets have several characteristics that contrast sharply with those of consumer markets. Name and briefly characterize five of those characteristics.
Q2) In reordering office supplies, the only stages that the buyer passes through are the product specification stage and the ________ stage.
A) problem recognition
B) general need description
C) order-routine specification
D) supplier search
E) performance review
Q3) Contracts are always sufficient to govern supplier transactions and prevent supplier opportunism.
A)True
B)False
Q4) In the buying center, several people can occupy a given role such as user or influencer, and one person may play multiple roles.
A)True
B)False
Q5) What is vendor-managed inventory (VMI)?
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Chapter 6: Identifying Market Segments and Targets
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Briefly describe single-segment concentration with an example.
Q2) A segment is unattractive if the company's suppliers are able to raise prices or reduce quantity supplied.
A)True
B)False
Q3) A ________ offering consists of two parts: a naked solution and discretionary options.
A) differentiated market
B) flexible market
C) rigid market
D) vertical market
E) horizontal market
Q4) Marketers can assume that people who buy a given product want the same benefits from it.
A)True
B)False
Q5) To be useful, market segments must rate favorably on five key criteria. What are those criteria?
Q6) List the four groups of consumers based on loyalty status.
Q7) Briefly describe the characteristics of the Millennials.
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Chapter 7: Crafting the Brand Positioning and Competing
Effectively
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80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/29589
Sample Questions
Q1) A company is more likely to be hurt by current competitors than by emerging competitors or new technologies.
A)True
B)False
Q2) When food product companies advertise recipes that use their branded products in entirely different ways, they are increasing the ________ consumption of the brand.
A) amount of
B) level of
C) dedication to
D) frequency of
E) awareness
Q3) The result of positioning is the successful creation of ________, which provides a cogent reason why the target market should buy the product.
A) an award-winning promotional campaign
B) a customer-focused value proposition
C) a demand channel
D) everyday low pricing
E) employee value proposition
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Chapter 8: Creating Brand Equity and Driving Growth
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80 Verified Questions
80 Flashcards
Source URL: https://quizplus.com/quiz/29590
Sample Questions
Q1) Customer equity is synonymous with brand equity.
A)True
B)False
Q2) Kellogg's uses its corporate brand name with its individual product brands as with Kellogg's Rice Krispies, Kellogg's Raisin Bran, and Kellogg's Corn Flakes. Which branding strategy is being used by the company?
Q3) One of the advantages of having a strong brand is the ability to have a more elastic consumer response to price decreases of the brand.
A)True
B)False
Q4) The first step in the strategic brand management process is ________.
A) measuring consumer brand loyalty
B) identifying and establishing brand positioning
C) planning and implementing brand marketing
D) measuring and interpreting brand performance
E) growing and sustaining brand value
Q5) Describe the meaning and function of a brand audit.
Q6) List the six criteria used in choosing brand elements.
Q7) Define brand knowledge and explain its role in brand equity.
Page 10
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Chapter 9: Setting Product Strategy and Introducing New Offerings
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Many sellers offer either general or specific guarantees. Guarantees reduce the buyer's ________ risk.
A) actual
B) perceived
C) real
D) implied
E) stated
Q2) Which of the following methodologies takes the list of desired customer attributes (CAs) generated by market research and turns them into a list of engineering attributes (EAs) that engineers can use?
A) quality control processes
B) quality function deployment
C) rapid prototyping
D) marketing control
E) control system formation
Q3) Companies that fail to develop new products leave their existing offerings vulnerable to increased domestic and foreign competition.
A)True
B)False
Page 11
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Chapter 10: Designing and Managing Services
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) A product's purchase cost plus the discounted cost of maintenance and repair less the discounted salvage value gives the ________ cost.
A) service warranty
B) out-of-pocket
C) life-cycle
D) facilitating services
E) value-augmentation
Q2) Based on the service-quality model, researchers have identified five determinants of service quality. List these determinants in order of importance.
Q3) Dean recently had a BRZ broadband connection installed. However, the connection was poor, and he didn't get the quality he required. He contacted BRZ about the problem, but the company did not solve his problem. Dean switched to Blue Broadband. Which of the following was the cause of Dean's switching behavior?
A) involuntary switching
B) competition
C) response to service failure
D) service encounter failures
E) inconvenience
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Chapter 11: Developing Pricing Strategies and Programs
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) When examining products, consumers compare an observed price to an internal reference price they remember or an external frame of reference.
A)True
B)False
Q2) In the case of prestige goods, the demand curve sometimes slopes upward.
A)True
B)False
Q3) Although consumers may have fairly good knowledge of the range of prices involved, very few can accurately recall specific prices of products.
A)True
B)False
Q4) If demand hardly changes with a small change in price, the demand is said to be ________.
A) strained
B) marginal
C) inelastic
D) flexible
E) unit elastic
Q5) How can a firm anticipate a competitor's reactions to a price change?
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Chapter 12: Designing and Managing Integrated Marketing Channels
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) A manufacturer wants to achieve rapid market penetration through a low-price policy. However, the manufacturer's dealers prefer to work with high margins and pursue short-run profitability. The major reason for this conflict is ________.
A) goal incompatibility
B) unclear roles
C) ambiguous rights
D) differences in perception
E) dependence on the manufacturer
Q2) Which of the following channel conflict resolution techniques is used only if everything else proves ineffective?
A) legal recourse
B) mediation
C) arbitration
D) co-option
E) superordinate goals
Q3) Briefly explain the various levels of marketing channels.
Q4) Define the five kinds of service outputs that marketing channels produce.
Q5) Differentiate between pure-click companies and brick-and-click companies.
Q6) List the various functions performed by members of a marketing channel.
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Chapter 13: Managing Retailing, Wholesaling, and Logistics
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Which of the following is an ancillary service offered by retailers?
A) accepting orders over the telephone
B) advertising and window displays
C) delivery to the customer's doorstep
D) general information
E) alterations and tailoring
Q2) A superstore is a storeless retailer serving a specific clientele who are entitled to buy from a list of retailers that have agreed to give discounts in return for membership.
A)True
B)False
Q3) Department stores only face competition from other department stores as other retailing forms pose little threat to their sales and profitability.
A)True
B)False
Q4) Electronic shopping is a form of direct marketing.
A)True
B)False
Q5) List the four categories of nonstore retailing and briefly explain each.
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Chapter 14: Designing and Managing Integrated Marketing Communications
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Which of the following is an example of a word-of-mouth marketing communication platform?
A) chat rooms
B) billboards
C) factory tours
D) incentive programs
E) trade shows
Q2) Which of the following is an example of a public relations and publicity communication platform?
A) lobbying
B) company museums
C) street activities
D) company blogs
E) incentive programs
Q3) When does personal influence carry the most weight?
Q4) A drawback of public relations is that is does not reach prospects who prefer to avoid mass media and targeted promotions.
A)True
B)False
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Q5) What are the steps involved in developing effective marketing communications?
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80 Flashcards
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Sample Questions
Q1) Which of the following is a disadvantage of using television as an advertising medium?
A) high absolute cost
B) low audience attention
C) lack of reach among audience
D) high audience selectivity
E) absence of clutter
Q2) Which of the following is an example of a trade promotion?
A) free samples
B) discount coupons
C) display allowances
D) contests for sales reps
E) premiums
Q3) Which of the following consumer promotion tools involves using one brand to advertise another noncompeting brand?
A) tie-in promotion
B) frequency programs
C) specialty advertising
D) cross-promotion
E) patronage awards Page 17
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Page 18
Chapter 16: Managing Digital Communications: Online, Social Media, and Mobile
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) Of the time U.S. consumers spend with all media, almost ________ is spent online.
A) one-quarter
B) one-third
C) two-thirds
D) one-half
E) three-quarters
Q2) Search engine optimization (SEO) describes activities designed to improve the likelihood that a link for a brand is as high as possible in the rank order of all nonpaid links when consumers search for relevant terms.
A)True
B)False
Q3) Online customer reviews are the second-most trusted source of brand information. What is the most trusted source?
A) print advertising
B) recommendations from friends and family
C) salesperson recommendation
D) celebrity endorsements
E) Facebook recommendations
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Chapter 17: Managing Personal Communications: Direct and Database Marketing and Personal Selling
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) What situations are not conducive to database marketing?
Q2) Which of the following is a positive factor when considering the development of a customer database?
A) The product is a once-in-a-lifetime purchase.
B) There is no contact between the buyer and seller.
C) There is a lot of customer churn.
D) The unit sale is very small.
E) Customer lifetime value is high.
Q3) Direct marketing has the ability to test different elements of an offer strategy under real marketplace conditions.
A)True
B)False
Q4) Most companies set annual quotas. Quotas can be on dollar sales, unit volume, margin, selling effort, or activity and product type. Compensation is often tied to the degree of quota attainment. What problems does the setting of quotas present to both the company and to the sales representative?
Q5) Describe the use of the RFM formula in selecting customers for direct marketing.
Q6) What are the six steps in personal selling?
Page 20
Q7) Why is direct mail popular among marketers?
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Chapter 18: Tapping Into Global Markets
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Sample Questions
Q1) Finnish cellular phone giant, Nokia, customized its 6100 series mobile phone for every major market in which it is present. In Asia, for example, the series came with higher ring volume so that it could be heard on the crowded Asian streets. This is an example of a
A) straight extension
B) forward invention
C) regional version
D) city version
E) country version
Q2) Most brands are adapted to some extent to reflect significant differences in consumer behavior, brand development, competitive forces, and the legal or political environment. Identify the five international product and communication strategies available to firms that expand their businesses to foreign countries.
Q3) Companies must adopt and disseminate a written code of ethics, build a company tradition of ethical behavior, and hold their people fully responsible for observing ethics and legal guidelines if they wish to demonstrate ethical behavior.
A)True
B)False
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