Marketing 441 - Sales Management » Spring 2024 » Ch 1 Quiz

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Question #1
In the text book's classification of types of sales jobs, which one of the following involves the most complex problem solving?
A.   Delivery sellers.
B.   New business sellers.
C.   Order takers.
D.   Sales support salespeople.
E.   Consultative sellers.
Question #2
Which of the following types of jobs is most likely to involve creative order-getting?
A.   Xerox rep selling an office-copier system to United Airlines.
B.   Pepsi-Cola delivery seller with a route in Birmingham, Alabama.
C.   Sales engineer for Boeing Airplane Company.
D.   Retail sales clerk in a department store.
E.   Missionary sales rep for Lilly pharmaceuticals, calling on physicians.
Question #3
Which of the following best describes the new breed of professional salesperson?
A.   a highly motivated, manipulative sales rep.
B.   an order-taking, maintenance salesperson.
C.   an order-getting, cold-calling salesperson focused on new accounts.
D.   a professional salesperson who is also a marketing consultant.
E.   cigar-smoking, backslapping, joke-telling salesperson.
Question #4
Compared to how it used to be, today's salespeople are less empowered to act in the best interests of customers.
A.   FALSE
B.   TRUE
Question #5
The text defined sales management as the management of the personal selling component of an organization's marketing program.
A.   TRUE
B.   FALSE
Question #6
All of the following are common responsibilities of today's sales managers, EXCEPT:
A.   forecasting and budgeting.
B.   hiring and training.
C.   product design.
D.   performance evaluation.
E.   territory design.
Question #7
Personal selling today is quite different from what it was years ago in that involves significantly more joke-telling by the salespeople.
A.   TRUE
B.   FALSE
Question #8
According to the textbook, which of the following represents features of a sales job?
A.   All of these.
B.   Representing customers to their companies.
C.   Implementation of a firm's marketing strategies in the field.
D.   The authorization to spend company funds.
E.   None of these
Question #9
Which of the following is a middle-level sales professional?
A.   Sales supervisor
B.   Account manager
C.   National sales manager
D.   Account executive
E.   District sales manager
Question #10
The promotional mix in a firm is least likely to include decisions relating to:
A.   Sales promotion.
B.   Managing a sales force.
C.   Pricing determination.
D.     
E.   Personal selling activities.
F.   Advertising.

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