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.   humanitarianism to materialism.
B.   policy to law
C.   services to products
D.   things to people
E.   sales to consulting
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.   FALSE
B.   TRUE
Question #3
The marketing mix is also known as the promotional mix.
A.   FALSE
B.   TRUE
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.   FALSE
B.   TRUE
Question #5
The sales manager generally has control over the forces of technology.
A.   FALSE
B.   TRUE
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.   personal selling efforts.
B.   All of these.
C.   advertising efforts.
D.   sales promotion efforts (e.g., coupons, contests, point-of-purchase displays)
Question #8
As selling has evolved over time, firms have approached it:
A.   All of these.
B.   as an aptitude that people either are born with or without.
C.   more as science, as opposed to art.
D.   as an activity that is less effective than advertising.
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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