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.   services to products
B.   humanitarianism to materialism.
C.   sales to consulting
D.   things to people
E.   policy to law
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.   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.   TRUE
B.   FALSE
Question #6
The macro-environmental forces impacting a company's marketing system are generally beyond the sales manager's control.
A.   FALSE
B.   TRUE
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.   as a necessary evil.
B.   as an aptitude that people either are born with or without.
C.   as an activity that is less effective than advertising.
D.   All of these.
E.   more as science, as opposed to art.
Question #9
All company decisions and actions should be in alignment with its objectives and strategies.
A.   TRUE
B.   FALSE
Question #10
Consultative selling is used for those customers interested in:
A.   short-term relationships
B.   pure goods
C.   low prices
D.   hybrid sales channels
E.   value-added services

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