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

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