Marketing 441 - Sales Management » Spring 2024 » Ch 2 Quiz

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Question #1
One mark of an affluent society is a shift in consumption from:
A.   sales to consulting
B.   humanitarianism to materialism.
C.   things to people
D.   policy to law
E.   services to products
Question #2
With respect to a company's complete marketing system, the physical environment is a macroenvironmental force that includes inventions, innovations, and advances in scientific knowledge.
A.   TRUE
B.   FALSE
Question #3
The marketing mix is also known as the promotional mix.
A.   TRUE
B.   FALSE
Question #4
On mark of an affluent society is a shift in consumption from products to services and a shift in cultural emphasis from things to people.
A.   TRUE
B.   FALSE
Question #5
The sales manager generally has control over the forces of technology.
A.   TRUE
B.   FALSE
Question #6
The macro-environmental forces impacting a company's marketing system are generally beyond the sales manager's control.
A.   TRUE
B.   FALSE
Question #7
The major elements of the promotional mix are the company's:
A.   sales promotion efforts (e.g., coupons, contests, point-of-purchase displays)
B.   advertising efforts.
C.   All of these.
D.   personal selling efforts.
Question #8
As selling has evolved over time, firms have approached it:
A.   as an aptitude that people either are born with or without.
B.   All of these.
C.   as an activity that is less effective than advertising.
D.   more as science, as opposed to art.
E.   as a necessary evil.
Question #9
All company decisions and actions should be in alignment with its objectives and strategies.
A.   FALSE
B.   TRUE
Question #10
Consultative selling is used for those customers interested in:
A.   value-added services
B.   hybrid sales channels
C.   short-term relationships
D.   pure goods
E.   low prices

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