Sales Management Practice Questions
Course Introduction
Sales Management is a comprehensive course that explores the principles, techniques, and strategies essential for leading and directing a successful sales force. Students will learn about the sales process, recruitment and training of sales personnel, motivation and compensation strategies, sales forecasting, territory management, and the use of technology in sales operations. The course also focuses on the development of effective sales plans, customer relationship management, performance evaluation, and ethical issues in sales. Through case studies and practical exercises, students gain hands-on experience in addressing real-world sales challenges and developing skills necessary for managerial roles in sales-driven organizations.
Recommended Textbook
Contemporary Marketing 16th Edition by Louis
E. Boone
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Page 2
Chapter 1: Marketing: The Art and Science of Satisfying Customers
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Sample Questions
Q1) The term 'bottom line' is a reference to:
A) overall company profitability.
B) a firm's social responsibility.
C) the limits on marketing budgets.
D) the ethical and social viability of marketing.
Answer: A
Q2) Promotional events designed to attract visitors to a particular area or to improve the image of a city,state,or nation would be examples of event marketing.
A)True
B)False
Answer: False
Q3) A firm with a fully developed marketing concept is one with a company-wide consumer orientation with the objective of achieving long-term success.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Strategic Planning in Contemporary Marketing
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Sample Questions
Q1) Decisions relating to the product strategy primarily revolve around _____.
A) the promotional offers that would increase the visibility of the product in the market
B) the features of the products being released in the market
C) the choice of high/low or everyday low pricing by the company
D) the selection of wholesalers and retailers to transport the stock to the market
Answer: B
Q2) With increased availability of information,rivalry heats up among competitors who try to differentiate themselves from the crowd.
A)True
B)False
Answer: True
Q3) In marketing,the term product:
A) refers only to tangible items that can be seen, tasted, or touched.
B) refers to a broad concept encompassing the satisfaction of consumer needs.
C) limits itself to include goods alone.
D) excludes package design, brand name, or warranty from its purview.
Answer: B
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4
Chapter 3: The Marketing Environment, Ethics, and Social Responsibility
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Sample Questions
Q1) What is a strategic alliance? Why do firms engage in strategic alliances?
Answer: A strategic alliance is a partnership in which two or more companies combine resources and capital to create competitive advantages in a new market.Many domestic and international firms competing with industry leaders frequently involve in strategic alliances.They are especially common in international marketing,in which partnership with local firms provide regional expertise for a company expanding its operations abroad.Strategic alliances are considered essential in countries such as China,where the local laws require foreign firms doing business there to work with the local companies.
Q2) _____ can lead to a damaging downward spiral,causing a freefall in business profits,lower returns on most investments,and widespread job layoffs.
A) Deflation
B) Lower interest rates
C) Inflation
D) A federal budget surplus
Answer: A
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Page 5
Chapter 4: Social Media: Living in the Connected World
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Sample Questions
Q1) After developing strategies of the campaign,marketers focus on specific tactics such as recruiting influencers,setting up contests,or offering coupons and discounts.
A)True
B)False
Q2) Which of the following refers to a platform where a host or writer posts information or opinions on various topics and followers may respond?
A) An application
B) A social news site
C) A bookmark
D) A blogging site
Q3) Which of the following is true about a social media marketing plan?
A) It is never documented in writing.
B) It identifies and describes methods for monitoring, measuring, and managing the SMM effort.
C) It shares no common element with a traditional marketing plan.
D) It precludes an analysis of the competition.
Q4) What is content marketing? What are the characteristics of an effective social media marketing content?
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Chapter 5: E-Business: Managing the Customer Experience
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Sample Questions
Q1) In interactive marketing,the customer controls the amount and type of information received from a marketer.
A)True
B)False
Q2) What is e-marketing? Differentiate between e-marketing and online marketing.
Q3) The state of North Carolina established a website where governmental departments could invite bids from participating suppliers for supplying goods and services.This is an example of e-procurement.
A)True
B)False
Q4) Electronic data interchanges,once limited by operating system incompatibility,have found new life due to:
A) Web services using open-source XML.
B) open-source operating systems.
C) use of secure virtual private networks.
D) uniform OS programming practices.
Q5) What is business-to-business (B2B)e-marketing? What are its features? What are the tools that are associated with the functions of B2B e-marketing?
Q6) What is meant by e-business? Name the five broad categories of e-business.
Page 7
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Chapter 6: Consumer Behavior
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Sample Questions
Q1) Marketing strategies that prove successful in one country are invariably applied successfully in international markets as well.
A)True
B)False
Q2) A _____ role is typically seen in purchase of products such as garden supplies and electronic equipments.
A) wife-dominant
B) syncratic
C) husband-dominant
D) autonomic
Q3) What are the different social classes in a society? What are the factors that determine the class rankings?
Q4) What is perception? What are the factors that influence a person's perception of an object or event?
Q5) Which of the following products is typically a wife-dominant purchase?
A) Apartment
B) Auto Insurance
C) Food Processor
D) Furniture
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Chapter 7: Business-to-Business (B2B)Marketing
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Sample Questions
Q1) A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices.Which step in the business buying process does this illustrate?
A) Determining the characteristics of the needed product
B) Recognizing a problem or opportunity
C) Searching for qualified sources
D) Evaluating proposals and selecting suppliers
Q2) A buying center is a basic component of a firm's formal organizational structure.
A)True
B)False
Q3) The system for grouping businesses that grew out of the NAFTA accord is known as the:
A) Standard Industrial Classification System.
B) Industrial Data Records System.
C) International Organization for Standardization of Business.
D) North American Industry Classification System.
Q4) Differentiate between value analysis and vendor analysis.Give an example for each.
Q5) What are the stages involved in a business buying process?
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9
Chapter 8: Global Marketing
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Sample Questions
Q1) Tru-Shine is a cleaning company in the United States that offers various cleaning products and services.After gaining popularity in the United States,the company decided to expand its business in other American nations.The company entered into an agreement with some local cleaning companies in Canada where the local companies would sell its products and services under the same trade name.Tru-Shine also agreed to provide the training and necessary equipments and supplies to the local companies.In this example,the strategy used by Tru-Shine for entering foreign markets is an example of _____.
A) sole sourcing
B) value engineering
C) franchising
D) direct investment
Q2) The basic purpose of revenue tariffs is to:
A) stabilize the prices of imported goods.
B) raise the retail price of imported products to match or exceed those of similar domestic products.
C) counter the effects of protective tariffs on the domestic market.
D) raise funds for the importing government.
Q3) What are FCN treaties?
Q4) How has the economy in the United States changed in the recent years?
Page 10
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Chapter 9: Market Segmentation, Targeting, and Positioning
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Sample Questions
Q1) When a product is used in the production of another good that is destined for resale,the product is considered as a(n):
A) consumer product.
B) business product.
C) end product.
D) used product.
Q2) The marketing strategy that targets potential customers based on specific occupation or lifestyle is called micromarketing.
A)True
B)False
Q3) The "empty nest" stage in the family lifecycle includes:
A) young unmarried people.
B) married couples whose children are living on their own.
C) married couples with children in their growing years.
D) newly married couples without children.
Q4) Geographic segmentation provides useful distinctions when regional preferences or needs exist.
A)True
B)False
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Chapter 10: Marketing Research and Sales Forecasting
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Sample Questions
Q1) In the context of the sampling process,the universe is also known as the _____.
A) stratified group
B) population
C) cluster
D) quota
Q2) A company using exponential smoothing technique for forecasting their sales in 2012,is likely to award a 1.5 weight for sales data of 2012,2.0 weight for sales data from 2011,and 2.5 weight for the sales data from 2009.
A)True
B)False
Q3) A _____ is a planned,computer-based system designed to provide decision makers with a continuous flow of information relevant to their areas of responsibility.
A) business intelligence system
B) critical response management system
C) competitive intelligence system
D) marketing information system
Q4) Describe the three types of marketing research companies.Give examples.
Q5) Differentiate between qualitative and quantitative forecasting techniques.
Q6) What is an MDSS? How is it different from an MIS?
Page 12
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Chapter 11: Relationship Marketing and Customer Relationship Management (CRM)
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Sample Questions
Q1) Customer relationship management systems help firms to simplify complex business processes.
A)True
B)False
Q2) The first step in measuring customer satisfaction involves comparing actual sales to forecasted sales.
A)True
B)False
Q3) Which of the following is a just-in-time strategy that helps in reducing the time a retailer must hold products in the inventory?
A) Lateral partnership
B) Quick-response merchandising
C) Symbiotic merchandising
D) Vertical strategic alliance
Q4) Discuss national account selling.List some of its advantages.
Q5) A downstream relationship in the supply chain refers to the relationship between a company and its customers,including the end users of its product.
A)True
B)False
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Chapter 12: Product and Service Strategies
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Sample Questions
Q1) _____ constitute the regular expenses a firm incurs in its daily operations.
A) Impulse products
B) Installations
C) Supplies
D) Accessory equipments
Q2) Firms that practice homeshoring experience the benefit of reduction in the use of energy and other natural resources thereby decreasing their impact on the environment.
A)True
B)False
Q3) Convenience of location is unimportant to a consumer who wants to buy a specialty product.
A)True
B)False
Q4) Finished business products of one producer that become part of the final products of another producer are called _____.
A) installations
B) accessory equipments
C) supplies
D) component parts and materials
Page 14
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Chapter 13: Developing and Managing Brand and Product Categories
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Sample Questions
Q1) Patients cannot sue a pharmaceutical company over the alleged defects of its products,if the FDA has approved the use of the medication.
A)True
B)False
Q2) Tide laundry detergent commands an extremely high market share.Purchasers of the product are extremely less sensitive to price changes.Based on this assessment,it can be said that Tide has high brand equity.
A)True
B)False
Q3) The market shares for generic products increase during economic downturns but subside when the economy improves.
A)True
B)False
Q4) Makers of generic products are dependent on brand loyalty for their marketing success.
A)True
B)False
Q5) How does a category manager help retailers to maximize the sales of their products?
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Chapter 14: Marketing Channels and Supply Chain Management
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Sample Questions
Q1) The movement of goods and services from producers to customers is called _____.
A) distribution
B) promotion
C) production
D) valuation
Q2) Discuss the concept of protective packaging and materials handling.
Q3) Discuss RFID and ERP systems as methods for streamlining and managing logistics.
Q4) Which of the following products is most likely to have a long distribution channel?
A) Mining equipments
B) Bars of soap
C) Dairy products
D) Drinks sold in a vending machine
Q5) The complete sequence of suppliers and activities that contribute to the creation and delivery of goods and services is known as the supply chain.
A)True
B)False
Q6) Define reverse channels.List some factors that have contributed to the increasing importance of reverse channels.How do firms operate reverse channels?
Page 16
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Chapter 15: Retailers, Wholesalers, and Direct Marketers
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Sample Questions
Q1) Which of the following statements is true of selling agents?
A) They do not provide financial assistance for the manufacturer.
B) They are ideal marketing channels for large, financially strong, and customer-oriented firms.
C) They typically have minimal control over pricing decisions and promotional outlays.
D) They mainly operate in the coal, lumber, and textiles industries.
Q2) How do retailers select target markets?
Q3) Scrambled merchandising is a retailing practice of:
A) offering similar merchandise across multiple retail outlets at the same price.
B) providing different hours of operation at different outlets.
C) combining dissimilar product lines to boost sales volume.
D) offering similar merchandise at different prices at different outlets.
Q4) Specialty retailers typically attract customers by offering the products at the lowest possible prices.
A)True
B)False
Q5) What are the different types of planned shopping centers?
Q6) Define category killers.Give an example.
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Chapter 16: Integrated Marketing Communications,
Advertising, and Public Relations
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Sample Questions
Q1) In the context of the communication process,translating a message into understandable terms and transmitting it through a communications channel is known as _____.
A) decoding
B) referencing
C) polarizing
D) encoding
Q2) One of the advantages of guerrilla marketing is its ability to reach a wide audience.
A)True
B)False
Q3) The most effective testimonial ads link the celebrity and the advertised good or service.
A)True
B)False
Q4) Nonverbal cues like body language and tone of voice are important to the communication process.
A)True
B)False
Q5) Discuss the three primary objectives of advertising.
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Chapter 17: Personal Selling and Sales Promotion
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Sample Questions
Q1) Push money refers to cash incentives paid by manufacturers to wholesalers to stock new products.
A)True
B)False
Q2) What is a follow-up? Why is follow-up an important step in the sales process?
Q3) Taking steps to determine that a potential customer has the need,financial capability,and authority to make a purchase is called canvassing.
A)True
B)False
Q4) A cosmetics manufacturer decides to educate its customers about its new product during commercial breaks in a popular TV reality show.This represents which of the following forms of marketing?
A) Personal selling
B) Network marketing
C) Publicity
D) Advertising
Q5) What do buyers expect from professional salespeople?
Q6) Describe the three major personal selling approaches.
Q7) What are the basic functions of a sales manager?
Page 19
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Chapter 18: Pricing Concepts
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Sample Questions
Q1) Prestige pricing objectives emphasize:
A) quality and exclusivity.
B) revenue maximization.
C) cost minimization.
D) sales maximization.
Q2) Which of the following is true of fair-trade laws?
A) They allow manufacturers to stipulate minimum retail prices for their products.
B) They allow retailers to offer discount schemes on specified products.
C) They require sellers to maintain maximum prices for comparable merchandise.
D) They assert that a product's image is a property right of the retailer.
Q3) Which of the following can be categorized as a tariff?
A) A tax exemption provided to domestic firms that import goods from foreign countries.
B) A tax levied on domestic exporters to maintain product quality.
C) A tax levied on foreign producers to prevent dumping of goods.
D) A tax exemption on agricultural produce to help domestic farmers.
Q4) Explain the concept of elasticity of demand.
Q5) List the four types of market structures based on the economic theory,and provide an example of an industry or business for each of the four types.
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Chapter 19: Pricing Strategies
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Q1) Tiffany,Rolex,Gucci,and Prada represent exclusivity,meaning their prices are mostly inelastic.
A)True
B)False
Q2) A functional discount is a payment to a channel member or a buyer for performing marketing functions.
A)True B)False
Q3) Perfect Digitals offers a UV lens and a sun protection cover for the camera lens for a wide range of its digital cameras,all at a single price.This strategy used by the company is referred to as:
A) unit pricing.
B) price flexibility policy.
C) bundle pricing.
D) competitive pricing.
Q4) Negotiated pricing policies seek to eliminate the economic waste that would result from obtaining and processing bids for relatively minor purchases.
A)True B)False
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Chapter 20: Your Career in Marketing
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Sample Questions
Q1) Buyers,working for retailers and wholesale businesses,who purchase goods for resale are also known as _____.
A) contract specialists
B) idea champions
C) merchandisers
D) business analysts
Q2) A comprehensive review of job openings gives one a more balanced perspective of the overall employment opportunity,including both long- and short-run factors.
A)True
B)False
Q3) An open-ended interview forces you to talk about yourself and your career goals.
A)True
B)False
Q4) The three basic formats used to prepare a résumé are the chronological résumé,the functional résumé,and the combined résumé.
A)True
B)False
Q5) Explain the three basic formats used in preparing a résumé.
Q6) List the elements of an effective letter of recommendation.
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Chapter 21: Developing an Effective Marketing Plan
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Sample Questions
Q1) The mission statement puts into words an organization's overall purpose and reason for being.
A)True
B)False
Q2) A marketing plan is not reevaluated once it is completely implemented.
A)True
B)False
Q3) A large company sells some of its business units to help cut costs,bolster its share price and diversify its business interest.This is an example of a firm employing a(n):
A) exit strategy.
B) pricing strategy.
C) distribution strategy.
D) promotion strategy.
Q4) An exit strategy is a plan for a firm to leave the market.
A)True
B)False
Q5) What are the reasons a company should develop a marketing plan?
Q6) Describe the different components of a business plan.
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Chapter 22: Financial Analysis in Marketing
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Sample Questions
Q1) Calculate the markdown if a retailer decides to reduce the price of an item from $45 to $38 and sells 500 units.
A) 7%
B) 18.42%
C) 15.56%
D) 9%
Q2) What is a markup? What are the two marketing decisions that decide the amount of markup? Explain why a markup is important to a marketer.
Q3) While calculating the accounts receivable turnover ratio,sales to buyers using credit cards like MasterCard and Visa are counted as credit sales because the seller is providing credit to the buyer who buys without cash.
A)True
B)False
Q4) Depreciation is an unusual expense because it does not involve an actual cash expense.
A)True
B)False
Q5) Explain the difference between an income statement and a balance sheet.
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