Sales Management Review Questions
Course Introduction
Sales Management focuses on the principles, methods, and strategies essential for leading and optimizing a sales force in today's dynamic business environment. The course explores topics such as recruitment and training of sales personnel, sales forecasting, territory management, motivation and compensation strategies, relationship management, and the integration of technology in the sales function. Students will also analyze case studies and real-world scenarios to develop skills in problem-solving, team leadership, sales performance analysis, and ethical decision-making in sales operations, preparing them for effective management roles in various industries.
Recommended Textbook
Marketing Real People Real Choices 3rd Edition by
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14 Chapters
1765 Verified Questions
1765 Flashcards
Source URL: https://quizplus.com/study-set/3883
Michael Solomon
Page 2
Chapter 1: Welcome to the World of Marketing: Creating and Delivering Value
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152 Verified Questions
152 Flashcards
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Sample Questions
Q1) A/n ________ consists of all the consumers who share a common need that can be satisfied by a specific good or service and who have the resources,willingness,and authority to make the exchange.
A)demand centre
B)buying centre
C)exchange location
D)mass market segment
E)market
Answer: E
Q2) Apply the three levels of the product to a product of your choice.
Answer: The three levels of the product are the core product-the benefits the product provides; the actual product-the physical good or delivered service; and the augmented product-the actual product plus supporting features such as warranties.For example,with a car,the core benefit would be transport from point A to B; the actual product the physical car with its particular features,such as air conditioning; and the augmented product would be the 3-year warranty and roadside assistance.
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3
Chapter 2: Strategic Market Planning: Taking the Big Picture
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164 Verified Questions
164 Flashcards
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Sample Questions
Q1) The John Hancock Company specialises in printing personal and business cheques,but it also owns Hancock Analytics,a technology company that produces software that enables banks to gauge the behaviour of their customers by tracking their spending habits.
A)target markets
B)strategic alliances
C)strategic business units
D)operational units
E)micromarketing
Answer: C
Q2) Which of the following is the best example of a monopoly?
A)A farmer who sells their excess produce to customers at farmers' markets
B)Consumer products companies like Procter & Gamble
C)The only supplier of electricity in an area
D)A coffee shop in a large urban community
E)Real estate agents
Answer: C
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Chapter 3: Thriving in the Marketing Environment: The
World Is Flat
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158 Verified Questions
158 Flashcards
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Sample Questions
Q1) The purpose of a government-imposed ________ is to give domestic competitors an advantage in the marketplace by making foreign competitors' goods more expensive than their own goods.
A)embargo
B)standard count number
C)quality standard
D)foreign communication barrier
E)tariff
Answer: E
Q2) If Billabong wanted to enter the Brazilian market with its clothing line,which of the following questions would its marketing managers need to answer?
A)What would be the most appropriate distribution strategy?
B)Will they need to change aspects of their advertising campaigns?
C)Will the clothing line appeal to Brazilian consumers?
D)Will the pricing strategy need to be changed?
E)All of the above
Answer: E
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Chapter 4: Marketing Research: Gathering,analysing and Using Information
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165 Verified Questions
165 Flashcards
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Sample Questions
Q1) Which of the following is not one of the ways marketers typically use data mining?
A)Customer retention
B)Customer abandonment
C)Customer accrual
D)Customer acquisition
E)Market basket analysis
Q2) What are two advantages and two disadvantages of using mail questionnaires as a data collection method?
Q3) The two main primary data collection methods are ________.
A)direct and indirect questioning
B)casual and descriptive
C)descriptive and exploratory
D)impersonal and personal surveying
E)survey and observation
Q4) Custom research is another name for syndicated research.
A)True
B)False
Q5) Critically evaluate the use of acquired databases for marketing purposes.
Q6) Discuss how Apple could use its internal company data.
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Chapter 5: Consumer Behaviour: How and Why We Buy
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119 Verified Questions
119 Flashcards
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Sample Questions
Q1) Consumer behaviour is the ________ interaction of ________ and cognition,behaviour and the ________ by which human beings conduct the ________ aspects of their lives.
A)dynamic; affect; marketplace; purchase
B)marketplace; attitude; environment; exchange
C)static; knowledge; environment; exchange
D)dynamic; affect; environment; exchange
E)capitalist; affect; marketplace; materialistic
Q2) Problem recognition occurs when ________.
A)a consumer has a certain need
B)marketing highlights a latent consumer need
C)A but not B
D)B but not A
E)A and B
Q3) Donna wants to buy a new computer.
A)product evaluation
B)situational analysis
C)problem recognition
D)problem screening
E)information search
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Chapter 6: Business-To-Business Markets: How and Why
Organisations Buy
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60 Verified Questions
60 Flashcards
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Sample Questions
Q1) Why is the demand in business-to-business markets mostly inelastic?
Q2) A supplier's ability to make on-time deliveries is the critical factor in the selection process for firms that have adopted an inventory management system called
A)a just-in-time (JIT)system
B)direct distribution
C)electronic data exchange (EDE)
D)quick warehousing
E)computer-assisted manufacturing (CAM)
Q3) What are the responsibilities of a business-to-business professional buyer?
Q4) McDonald's has decided to offer pizza in Australia but knows that to be competitive with pizza chains and acceptable to its customers it must be able to cook the pizzas in less than 5 minutes.Explain how McDonald's would make the purchase decision for the high-speed pizza ovens.
Q5) Explain the three different buying situations and illustrate using McDonald's as an example.
Q6) Resellers purchase goods and services that they use to produce their own goods and services.
A)True
B)False Page 8
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Page 9
Chapter 7: Sharpening the Focus: Target Marketing
Strategies and Customer Relationship Management
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160 Verified Questions
160 Flashcards
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Sample Questions
Q1) The average collector of 'It's a small world' collectible miniatures will buy four new ones each year.
A)synergistic feedback
B)economic share
C)customer allocation
D)share of communication
E)share of customer
Q2) With mass customisation,a basic good is modified to meet the needs of individual customers.
A)True
B)False
Q3) The ________ is of interest to marketers because it determines which groups have the greatest buying power.
A)age breakdown of consumers
B)family status of consumers
C)neighbourhoods where consumers live
D)education levels of consumers
E)distribution of wealth
Q4) Why might a marketer segment using family structure?
Q5) Why might a financial services firm implement a CRM strategy?
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Chapter 8: Creating and Managing Products
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142 Verified Questions
142 Flashcards
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Sample Questions
Q1) Organisations are likely to adopt an innovation that ________.
A)provides a way to reduce labour costs
B)is consistent with a firm's way of doing business
C)helps them increase gross margins
D)helps them increase profits
E)All of the above
Q2) Microsoft launched a massive $500 million marketing campaign when it introduced the Xbox,promoting the new product through in-store merchandising,retailer incentives,events and sponsorships,in addition to traditional advertising.Explain Microsoft's actions using the stages in the adoption of a new product.
Q3) How do the goals,sales,pricing and marketing communications for a product differ in the different stages of the product life cycle?
Q4) What is a 'brand'? Give one example of a well-known brand for a product or company.
Q5) A trade character such as Ronald McDonald would be considered part of the brand. A)True
B)False
Q6) What are maintenance,repair,and operating (MRO)products? Give an example of each.
Page 11
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Chapter 9: Services and Other Intangibles: Marketing a
Product That Isnt There
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116 Verified Questions
116 Flashcards
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Sample Questions
Q1) Many visitors to a local amusement park complain about long,slow-moving lines,and park employees letting their friends break in line.This equipment-based service provider is having trouble with ________ factors.
A)operational
B)cross-docking
C)educational
D)locational
E)functional
Q2) Based on recent complaints about the amount of time it takes for front desk staff to check patrons into their hotel,the company has instituted a training program for employees and a free drink to patrons not checked in within 5 minutes.The training program will lessen the problems primarily related to the ________ characteristic of services.
A)responsiveness
B)intangibility
C)variability
D)inseparability
E)perishability
Q3) How does your tertiary institution market people,places,and ideas?
Q4) Provide examples of core and augmented services for a dance studio.
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Chapter 10: Pricing the Product
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137 Verified Questions
137 Flashcards
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Sample Questions
Q1) A company that intended to maintain low-end pricing policies to make the market unattractive for its competitors is pursuing a/n ________ pricing objective.
A)break-even
B)profit
C)competitive effect
D)image enhancement
E)sales or market share
Q2) A firm is using ________ when it charges a premium price for a new product with the intention of reducing the price in the future.
A)trial pricing
B)penetration pricing
C)price-quality inference pricing
D)prestige pricing
E)a skimming price
Q3) Explain the concept of the internal reference price strategy relative to a new computer,a mobile phone and a chocolate bar.What is the lowest price you would pay and then the maximum you would pay? Why?
Q4) Explain price fixing and why it is an illegal practice.
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Chapter 11: One-To-Many: Advertising,consumer Sales
Promotion and Public Relations
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) Advertising can be an effective way to let consumers know what they are selling and why people should buy the product.
A)True
B)False
Q2) Manufactures often offer a temporary price reduction to stimulate sales known as a price deal.Price deals ________.
A)may be printed on the product package itself
B)may be a price-off flag or banner on the store shelf
C)involves giving the customer more product instead of lowering the price
D)A and B
E)B and C
Q3) What promotional efforts might a company undertake if their communications objective was knowledge or desire?
Q4) The most commonly used bottom-up budgeting technique is the percentage-of-sales method.
A)True
B)False
Q5) Use a recent television advertisement to illustrate the different elements in the communications model.
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79 Verified Questions
79 Flashcards
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Sample Questions
Q1) Organisations rely on personal selling for which of the following reasons?
A)To quickly move a product to the last stage of its product life cycle
B)To avoid use of the 'personal touch'
C)To more efficiently sell complex and/or expensive products
D)To keep their products from moving from the introduction stage to the growth stage of their product life cycle
E)To make more efficient use of the promotional mix
Q2) ________ is a discount to the retailer or wholesaler based on the volume of product ordered.
A)A case allowance
B)Push money
C)A merchandising allowance
D)Diverting
E)Forward buying
Q3) Relate the statement 'You never get a second chance to make a good first impression' to Step 3 of the creative selling process.
Q4) Discuss the different approaches a sales person can use to close a sale.Provide an example of what a sales person might say for each approach.
Q5) Explain what occurs in the first two steps of the creative selling process.
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Chapter 13: Many-To-Many: Online Marketing
Communication and New Media
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56 Verified Questions
56 Flashcards
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Sample Questions
Q1) Why are marketers concerned with measuring the 'stickiness' of their websites? How can this be measured?
Q2) Which of the following statements about Facebook is/are true?
A)Marketers can create Facebook groups around product topics.
B)Marketers can use promotions that tap into their fan base.
C)Facebook was created to allow college students in the United States to keep in touch with their friends.
D)Facebook is the most popular social networking site.
E)All of the above
Q3) A beer company's website offers surfers a range of games,music downloads and free e-cards.They want to determine how long surfers are spending on their site so need to calculate ________.
A)eyeballs
B)reach
C)stickiness
D)frequency
E)duration
Q4) Discuss the advantages online marketing has compared to traditional media when it comes to measuring performance.
Page 16
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Chapter 14: Delivering Value Through Supply Chains and Logistics
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113 Verified Questions
113 Flashcards
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Sample Questions
Q1) In a/n ________ marketing system,two or more firms at the same channel level agree to work together to get their products to the customer.
A)contractual
B)corporate
C)administered
D)horizontal
E)conventional
Q2) A major manufacturer of bread sells its finished products to a grocery store chain.This grocery store then sells the bread to its customer.What type of channels of distribution is this?
Q3) Which of the following criteria are not typically used by a manufacturer to decide which mode of transportation to use?
A)Accessibility
B)Respectfulness
C)Cost
D)Traceability
E)Dependability
Q4) Why are direct channels of distribution common in business-to-business markets?
Q5) How might the internet affect the operations of a local DVD rental outlet?
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