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.   things to people
B.   services to products
C.   policy to law
D.   humanitarianism to materialism.
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.   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.   advertising efforts.
B.   sales promotion efforts (e.g., coupons, contests, point-of-purchase displays)
C.   All of these.
D.   personal selling efforts.
Question #8
As selling has evolved over time, firms have approached it:
A.   All of these.
B.   as an activity that is less effective than advertising.
C.   as an aptitude that people either are born with or without.
D.   as a necessary evil.
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.   value-added services
C.   pure goods
D.   hybrid sales channels
E.   low prices

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