Sales Management Test Questions
Course Introduction
Sales Management is a comprehensive course that explores the principles, strategies, and practical tools involved in leading and managing a sales force to achieve organizational goals. Students will learn about the sales process, sales forecasting, territory management, recruitment, training, motivation, compensation, and performance evaluation of sales personnel. The course integrates theoretical concepts with real-world applications, emphasizing the role of technology, ethical considerations, and customer relationship management in achieving effective sales outcomes. By the end of the course, students will be equipped with the analytical and leadership skills needed to drive sales performance in various industry contexts.
Recommended Textbook
Marketing Research Essentials 8th Edition by
Carl McDaniel Jr
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14 Chapters
1012 Verified Questions
1012 Flashcards
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Chapter 2: Problem Definition and the Research Process
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Sample Questions
Q1) When retailers monitor consumer shopping behavior by using scanner technology, this is an example of _______.
A) survey research
B) observation research
C) experimental research
D) cause-effect research
E) none of the above
Answer: B
Q2) Ideally, who should define the problem in the marketing research process?
A) Entry-level employees
B) Middle managers
C) Always the CEO
D) Top Management
Answer: D
Q3) Exploratory research is often referred to as preliminary research.
A)True
B)False
Answer: True
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Chapter 3: Secondary Data and Databases
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Sample Questions
Q1) Secondary data can sometimes be used as a sample frame.
A)True
B)False
Answer: True
Q2) Jiffy Lube keeps records of its customers and notifies them when it is time for an oil change. This is an example of _______.
A) an internal database
B) data mining
C) URL marketing
D) database marketing
E) none of the above
Answer: D
Q3) Which of the following is not a tool that is used in data mining?
A) probability sampling
B) qualitative analysis
C) multivariate statistics
D) descriptive statistics
Answer: B
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4
Chapter 4: Qualitative Research
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Sample Questions
Q1) Most focus group participants are recruited via door-to-door interviews.
A)True
B)False
Answer: False
Q2) A word association test is______________.
A) Drawing a comparison between two items in terms of their similarities.
B) Drawing a comparison between a product and a person.
C) A test in which respondent's complete sentences or stories in their own words.
D) A test in which the interviewer says a word and the respondent must mention the first thing that comes to mind.
Answer: D
Q3) A quantitative study often leads to more actionable results than a qualitative one.
A)True
B)False
Answer: True
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Page 5
Chapter 5: Traditional Survey Research
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63 Flashcards
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Sample Questions
Q1) A research report regarding cell phone use found that:
83 percent use their phones to take pictures
64 percent share pictures with others
60 percent play music on their phones
11 percent shop via their phones
20 percent use email on their phones
Discuss what else you need to know to make this surveyed information useful.
Q2) Taste tests are more likely to be conducted in controlled environments.
A)True
B)False
Q3) The difference between the sample value and the true value in the population under study is referred to as _______.
A) sampling error
B) random error
C) measurement error
D) chance variation
E) none of the above
Q4) Most marketing research is completely error free.
A)True
B)False
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Chapter 6: Online Marketing Research
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Sample Questions
Q1) Internet surveys have a higher cost per survey than telephone surveys.
A)True
B)False
Q2) Greenfield Online and Harris Interactive are examples of _______.
A) recruited panels
B) opt-in list rentals
C) opt-in panels
D) mail panels
E) data capture of visitors
Q3) When beginning your research, why should you be wary of using a person's personal page as a reference point?
A) Personal pages have no publisher or domain owner vouching for their validity
B) You must research the person whose page it is to validate their credentials
C) You don't know if the information is factual or opinion
D) All of the above are why a personal page is not a good reference point
Q4) A client in Cleveland, Ohio wants to know how customers perceive the food quality and service at their small chain of four restaurants to those of the larger competitors. The owner has a limited number of email addresses, discuss how feasible an online survey or consumer panel would be and suggest some alternatives
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Chapter 7: Primary Data Collection: Observation
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Sample Questions
Q1) ______________ is a device that measures a person's alertness level, especially with regard to reactions to advertisements.
A) RAMS
B) Peoplemeters
C) Electroencephalograph (EEG)
D) People Reader
E) none of the above
Q2) The use of tracking data to determine website visits and monitor their browsing and purchasing habits is a form of machine observation.
A)True
B)False
Q3) Observational research is most effective if the observed behavior occurs _______.
A) intermittently
B) infrequently
C) rationally
D) frequently
E) none of the above
Q4) Describe how ethnography works online.
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Chapter 8: Primary Data Collection: Experimentation and Test Markets
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Sample Questions
Q1) Changes in competitive factors must be considered in causality.
A)True
B)False
Q2) How would you respond to the following statement: "Advertising and sales are almost perfectly correlated, as when more is spent on advertising, sales go up, and vice-versa. Surely our advertising expenditures are 'causing' sales to rise."
Q3) Field experiments in marketing are conducted in the actual marketplace.
A)True
B)False
Q4) Two variables must be correlated to be causally related. A)True B)False
Q5) Test marketing sounds like a natural step in the progression of a product through the product development process. However, there are some risks associated with conducting test markets. Hence, what are the 4 factors that should be taken into account in determining whether or not to conduct a test market?
Q6) Pre-experimental designs offer little or no control over extraneous factors.
A)True
B)False
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Chapter 9: The Concept of Measurement and Attitude
Scales
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Sample Questions
Q1) Rank order scales enable the researcher to determine intensity of attitudes.
A)True
B)False
Q2) If a questionnaire contains questions which were poorly worded, then the questionnaire could have a serious "reliability" problem.
A)True
B)False
Q3) Cronbach's alpha is a statistical technique for measuring _______.
A) face validity
B) sensitivity
C) reliability
D) content validity
Q4) Suppose a researcher needed output so as to be able to perform ratio analysis. Which of the following scales would be utilized?
A) semantic differential scale
B) Likert scale
C) constant sum scale
D) rank order scale
Page 10
Q5) List and briefly describe the measurement process.
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Chapter 10: Questionnaire Design
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Sample Questions
Q1) Which of the following is not a true statement concerning questionnaire development and the Internet?
A) It can be used to facilitate questionnaire development.
B) There is specialized software for online questionnaire development and implementation.
C) Questionnaires can be delivered to potential respondents via email.
D) Questionnaires can be posted on the market researcher's website.
E) All of the above are true.
Q2) "In the space below, please write down your three favorite flavors of ice cream" is an example of what type of question?
A) scaled response
B) dichotomous
C) open ended
D) closed ended
E) none of the above
Q3) An interview is not a type of questionnaire.
A)True
B)False
Q4) What are Field Management Companies and when are they cost effective?
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Chapter 11: Basic Sampling Issues
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Sample Questions
Q1) The difference between the sample result and population value is known as
A) level of confidence
B) nonsampling error
C) acceptable error
D) none of the above
Q2) Which of the following is an advantage to Internet sampling?
A) respondents complete survey at their convenience
B) data collection is relatively inexpensive
C) the interview can be administered under software control
D) survey can be completed quickly
E) all of the above
Q3) The first step in the development of a sampling plan is to:
A) determine sample size.
B) select a sampling method.
C) choose a data collection method.
D) define the population of interest.
E) decide which statistical techniques are appropriate.
Q4) Discuss why an online research program would draw from multiple respondent pools.
Page 12
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Chapter 12: Sample Size Determination
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Sample Questions
Q1) The finite population correction factor (FPC) is an adjustment to the required sample size that is made in cases where the sample is expected to be equal to 5 percent or more of the total population.
A)True
B)False
Q2) Which of the following is not a piece of required information in order to determine sample size?
A) estimated population standard deviation
B) estimated population median
C) acceptable level of sampling error
D) desired level of confidence
E) All are necessary to determine sample size.
Q3) Some normal distributions cannot be transformed into standard normal distributions.
A)True
B)False
Q4) Assuming the research objectives of the study can be accomplished, researchers would much prefer to estimate the required sample size using the sample proportion formula rather than the sample means formula. Why?
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Chapter 13: Data Processing, Data Analysis, and Statistical Testing
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Sample Questions
Q1) Which of the following is not a measure of dispersion?
A) mean
B) standard deviation
C) variance
D) range
Q2) Which of the following graphic representation is the most visually pleasing for presenting cross tabulation information?
A) multiple row-three dimensional bar chart
B) three dimensional pie chart
C) clustered bar chart
D) stacked bar chart
E) clustered line chart
Q3) The TextSmart module of SPSS is not an example of the new breed of automated coding systems.
A)True
B)False
Q4) Scanning data is the most frequently used questionnaire tool.
A)True
B)False
Q5) Give the five steps in the analysis process.
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Chapter 14: More Powerful Statistical Methods
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Sample Questions
Q1) There is no dependent variable in a factor analysis.
A)True
B)False
Q2) If you are studying the impact of training on salesperson performance as indicated on an exam taken by salespersons at the end of training, salesperson sales would be the ____________ variable, and the salesperson exam score would be the _____________ variable.
A) criterion, predictor
B) covariate, independent
C) independent, predictor
D) dependent, independent
E) none of the above
Q3) How many pairs of responses were in this correlation analysis? ________
Q4) Regression analysis can prove causation.
A)True
B)False
Q5) Bivariate statistical techniques are often used to establish cause and effect relationships between two or more variables.
A)True
B)False
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Chapter 15: Communicating Results and Managing Marketing Research
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Sample Questions
Q1) ____________ is having personnel in another country perform some or all the functions involved in a marketing research project.
A) client profitability management
B) time management
C) outsourcing
D) infrastructure
Q2) To get the attention of senior management, researchers must move beyond crunching numbers to analyzing the information and providing results.
A)True
B)False
Q3) Research management involves overseeing the development of:
A) communication systems.
B) schedules
C) client profitability
D) all of the above
E) none of the above
Q4) Describe CRI's Client Profitability Analysis and how it is used in their business.
Q5) List and briefly describe the six major parts of the marketing research report.
Page 16
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