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

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