(Test Bank) Sales Management Concepts and Cases

Cron, DeCarlo, 10

Business

Test Bank

10th Edition

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Test Bank for Sales Management Concepts and Cases, The downloadable file consists of 310 pages, and the total size of the file is 1.53 MB. Purchase now only for highly discounted price.

Author(s): Cron, DeCarlo

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Study Note Preview

Chapter 1: Introduction to Selling and Sales Management True/False 1. Jeff Immelt, CEO of General Electric, came up through the ranks as a salesperson at GE. Ans: True Response: See Page 2 2. According to Department of Labor statistics, about 5% of the U.S. work force are employed in sales positions. Ans: False Response: See Page 3 3. Public relations is not usually considered one of the elements of the promotion mix. Ans: False Response: See Page 3 4. The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two -way communication . Ans: False Response: See Page 3 5. Advertising is generally more effective than personal selling in closing the sale. Ans: False Response: See Page 4 (Dalrymple's Sales Management Concepts and Cases 10e William Cron, Thomas DeCarlo ) (Test Bank all Chapters) 6. Sales management can be defined as the control and implementation of personal contact programs designed to achieve the sales objectives of the firm. Ans: True Response: See Page 4 7. One reason U.S. companies are looking globally for incremental sal es growth opportunities is that over two -thirds of the world’s purchasing power is outside of the U.S. Ans: True Response: See Page 5 8. Sales and customer relationship skills are most important during the growth phase (i.e., the middle of the product life cycle) of the product life cycle. Ans: False Response: See Page 5 9. Recent advances in technology have created an explosion of new sales and service channels. Ans: True Response: See Page 5 10. As a result of cutting out the middle man to reduce costs and prices, the number of channels through which consumer products c an be sold has decreased in recent years. Ans: False Response: See Page 6 11. In general, custom er dissatisfaction with the quality of service they receive has been caused by the deteriorating customer service provided by most companies. Ans: False Response: See Page 6 12. An important market change affecting manufacturer sales forces is that cha nnel members are becoming more powerful. Ans: True Response: See Page 6 13. Soloutions selling means the sales force emphasizes skills such as communicating product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer. Ans: False Response: See Page 7 14. Procter & Ga mble recently adopted more of a solutions selling approach by reorganizing its sales force into teams to represent all P&G product divisions sold to the same retail account , instead of having a separate sales force for each product division . Ans: True Response: See Page 8 15. One change many sales forces are experiencing is that they are spending more time meeting with people inside their own company. Ans: True Response: See Page 8 16. The sales force is only responsible for generating revenues. Ans: False Response: See Pa ge 10 17. In general, the field sales manager's job is limited to sales forecasting and budgeting, training, and motivating sales personnel. Ans: False Response: See Page 3, 10-11 18. Although many sales managers may reach their positions in a firm because of th eir sales ability, continued success often depends on their administrative talents. Ans: True Response: See Page 10-11 19. Listening skills are one of the top five skills needed to be successful in a solutions selling model a ccording to a recent survey of sales executives. Ans: True Response: See Page 8 20. Most sales force automation initiatives have been successful. Ans: False Response: See Page 19 21. When recruiting on college campuses, companies are looking to hire good candidates directly into a sales management position. Ans: False Response: See Page 22 22. A typical sales management career path might be hired as a district sales manager, then b e promoted to regional sales manager to national sales manager and then to the Vice President of Marketing. Ans: False Response: See Page 20 -21 Multiple Choice 23. is typically designed to "Pull" merchandise through the channel whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders. a. sales promotion, advertising b. price, personal selling c. advertisi ng, sales promotion d. personal selling, sales promotion e. advertising, personal selling Ans: e Response: See Page 3 24. An advantage of personal selling is not: a. two way communication. b. reaching a massive number of people quickly. c. detailed explanation. d. direction towards qualified prospects. e. all are advantages of personal selling Ans: b Response: See Page 3 25. Compared to other promotional tools, the most important advantage(s) of person selling is in: a. locating prospects. b. gaining customer commitment c. creating customer value. d. both b and c above. e. all of the above. Ans: d Response: See Page 3 -4 26. Personal selling has many advantages over the other promotional tools. For instance, personal selling: a. is perceived by the customer as offering less biased product information. b. is far less expensive than the other prom otion tools. c. can adapt the communications message to the needs of the individual customer. d. involves highly effective one -way communication. e. all of the above. Ans: c Response: See Page 3 27. The most effective way to close a sale and to get the customer's signature on the order form is generally through: a. advertising. b. personal selling. c. public relations. d. sales promotion. e. both a and b of the above. Ans: b Response: See Page 3 28. "The planning, organizing, leading, and control of personal contact programs designed to achieve the sales and profit objectives of the firm" is a definition of: a. sales management. b. personal selling. c. sales support. d. the relationship selling model . e. none of the above. Ans: a Response: See Page 4 29. In general, which is more effective in "closing" the sale? a. advertising b. personal selling c. selling promotion d. a, b, and c are equally effective Ans: b Response: See Page 3 -4 30. Which is not an important aspect of the sales manager's job? a. recruiting b. training c. motivating d. evaluating e. mass advertising Ans: e Response: See Page 4 31. Which of the following is usually not an important aspect of the first -line sales manager’s job? a. recruiting. b. training. c. motivating. d. evaluating. e. setting the corporate growth orientation. Ans: e Response: See Page 4 32. Which of the following are considered to represent some key customer changes occurring today? a. a desire to purchase from fewer suppliers b. rising service expectations c. increasing negotiating power d. all of the above with the exception of b e. all of the above Ans: e Response: See Page 4, 5, 6 33. The most powerful motivator for salespeople is usually: a. compensation. b. meetings. c. quotas. d. contests. e. awards. Ans: a Response: See Page 12 34. Encyclopedia Britannica Corp’s recent decline in sales due to CD -ROM technology is an example of problems in which of the following competencies: a. team building. b. coaching. c. strategic action. d. self-management. e. both a and c. Ans: c Response: Se e Page 14 35. Having a good un derstanding of the industry is a key aspect of which of the following competencies: a. team building . b. coaching. c. strategic action. d. self-management. e. both a and c. Ans: c Response: See Page 13-14 36. “You can rant and rave and threaten, but the most effective way to get results is to show someone what you want done.” This statement is most closely associated with which competency: a. team building. b. coaching. c. strategic action. d. self-management. e. both a and b of the above. Ans: b Response: See Page 14 -15 37. Which of the following statements are true regarding sales networks? a. Sales networks are needed for successful prospecting . b. Sales networks needed for prospecting are different from those needed for solutions selling . c. In some cases sales networks are needed both inside and outside of the salesperson’s company . d. both b and c. e. all of the above are true . Ans: e Response: See Page 9-10 38. Which of the following are likely to be good reasons for wanting to be promoted to sales management? a. bored with the sales jobs b. the opportunity to make more money c. the opportunity to exercise power over others d. both b and c e. none of the above Ans: e Response: See Page 16 39. According to surveys, the median age of newly appointed field sales managers is: a. 26. b. 28. c. 30. d. 32. Ans: c Response: See Page 19 40. People in the sales department will generally start in the following position: a. a sales management trainee. b. customer service representative. c. a field sales representative. d. research assistants. e. an assistant product manager. Ans: c Response: S ee Page 19 -21 File: ch02, Chapter 2: Strategy and Sales Program Planning True/False 1. A firm’ s sales force strategy should be derived from its marketing strategy. Ans: True Response: See page 34 2. A company’s sales force program should follow directly from top management’s business strategy decisions. Ans: False Respon se: See page 34 3. Supply chain management is a Level 1, top management decision. Ans: False Response: See page 35 4. Strategic marketing planning focuses on identifying market segments and a designing targeting strategy. Ans: False Response: See p age 37 5. The basic notion behind the idea of a “Hierarchy of Sales Objectives” is that some objectives are more important than others. Ans: False Response: See page 34 6. Target marketing refers to the selection and prioritizing of segments to which the company will market its products or services. Ans: True Response: See page 35 7. A positioning strategy is concerned with how a company wants customers to perceive the company vis -à-vis competitors. Ans: True Response: See page 36 8. Sales executives generally are more involved in Level 1 decisions such as business and marketing strategy, than in Level 2 decisions. Ans: False Response: See page 36 9. Strategic implementation decisions include the marketing mix decisions a firm makes when executing its strategy. Ans: False Response: See page 36 10. The first step in developing a go -to-market strategy is to segment the market. Ans: True Response: See page 37 11. The first step in developing a go -to-market strategy is to identify all the activities that are needed to serve customers properly. Ans: False Response: See page 37 12. Most large companies access their markets exclusively through a direct sales force. Ans: False Response: See page 38, 39 13. One result of proliferating new channels is that many companies are able to reduce the size of their sales force. Ans: True Response: See page 38 14. Telemarketing as a means of accessing customers is growing rapidly, but is usually limited to orders of $ 300 or less. Ans: False Response: 40, 41 15. The internet is proving to be more of a substitute for the sales force, rather than a tool to help the sales force become more effective. Ans: False Response: See page 40 16. It is not unusual for manufacturers to sell to distributors, when faced w ith low -priced competitors. Ans: True Response: See page 41 17. Companies may view integrators as competitors, even though they may help sell the company’s products. Ans: True Response: See page 41 18. Many sales forces are taking -on a bigger role in identifying new product opportunities for their companies. Ans: True Response: See page 41, 42 19. The sales force’s only involvement in product development management (PDM) is to help launch new and modified products. Ans: False Response: See page 42 20. Supply chain management is primarily concerned with the integration and coordination of a firm’s own logistical operations. Ans: False Response: See page 43 21. The sales force is generally involved in the managing orders and channel partners aspects of supply chain management process. Ans: True Response: See page 43 22. The sales force is generally more involved in a firm’s supply chain management (SCM) e fforts, than in its customer relationship management (CRM) processes. Ans: False Response: See page 44, 45 23. The sales force is generally responsible for designing and implementing a firm’s customer relationship management (CRM) processes. Ans: Fals e Response: See page 45 24. "The purpose of marketing is to make a sale," is an example of a consultative relationship perspective. Ans: False Response: See page 46 25. When a customer purchases from a particular supplier primarily because of the consistency of its product quality, the customer and supplier are most likely in a transactional relationship. Ans: True Response: See page 49, 50 26. A consultative rela tionship is likely to differ from a transactional relationship in that success depends more on intimately grasping a customer’s current business issues. Ans: True Response: See page 51 27. One way in which consultative selling attempts to create value is by making the purchasing process easy for the customer. Ans: False Response: See page 51, 52 28. One method for creating value in a consultative relationship is for the seller to help the customer develop a better solution to their problems than the y would have discovered on their own. Ans: True Response: See page 51, 52