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.   Consultative sellers.
B.   Sales support salespeople.
C.   New business sellers.
D.   Delivery sellers.
E.   Order takers.
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.   Missionary sales rep for Lilly pharmaceuticals, calling on physicians.
C.   Retail sales clerk in a department store.
D.   Pepsi-Cola delivery seller with a route in Birmingham, Alabama.
E.   Sales engineer for Boeing Airplane Company.
Question #3
Which of the following best describes the new breed of professional salesperson?
A.   cigar-smoking, backslapping, joke-telling salesperson.
B.   an order-getting, cold-calling salesperson focused on new accounts.
C.   a professional salesperson who is also a marketing consultant.
D.   an order-taking, maintenance salesperson.
E.   a highly motivated, manipulative sales rep.
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.   TRUE
B.   FALSE
Question #6
All of the following are common responsibilities of today's sales managers, EXCEPT:
A.   performance evaluation.
B.   territory design.
C.   hiring and training.
D.   forecasting and budgeting.
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.   All of these.
C.   The authorization to spend company funds.
D.   Representing customers to their companies.
E.   None of these
Question #9
Which of the following is a middle-level sales professional?
A.   National sales manager
B.   District sales manager
C.   Account executive
D.   Sales supervisor
E.   Account manager
Question #10
The promotional mix in a firm is least likely to include decisions relating to:
A.     
B.   Pricing determination.
C.   Sales promotion.
D.   Advertising.
E.   Personal selling activities.
F.   Managing a sales force.

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