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

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