Question 1

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political and ethical, (4) natural and (5) technical.

Accepted Answer

"Technical" refers to the application of scientific and engineering principles to practical problems, so it is a true statement.

Question 2

The development of a sales program actually begins with top management's specification of a mission statement.

Accepted Answer

A mission statement outlines the purpose and goals of an organization, including its sales program. Therefore, it is crucial for top management to specify a mission statement before developing a sales program.

Question 3

Ethics is more reactive than the law.

Accepted Answer

Ethics is proactive, guiding behavior before laws are enacted, while laws are often reactive, formalizing societal norms and ethics into legal requirements after issues arise.

Question 4

The most effective way for management to influence the ethical performance of their salespeople is to develop a comprehensive ethical policy.

Accepted Answer

While developing a comprehensive ethical policy is important, the most effective way for management to influence the ethical performance of their salespeople is through leading by example and creating a culture that prioritizes ethical behavior.

Question 5

Antitrust laws are aimed primarily at preserving and enhancing competition among firms in an industry.

Accepted Answer

Antitrust laws, also known as competition laws, are designed to ensure fair market competition and prevent monopolies, price-fixing, and other anti-competitive practices. The ultimate goal is to protect consumers and promote economic efficiency by encouraging innovation, reducing prices, and improving quality.

Question 6

Today it is common for sales managers to direct rather than mentor sales people.

Accepted Answer

The answer of Today it is common for sales managers...

Question 7

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

Accepted Answer

Building relationships between buyers and sellers is more about creating trust, honesty, and transparency. These elements are crucial for sustainable business relationships, which is why ethics play a crucial role in building and maintaining such relationships. In contrast, transactional exchanges are more focused on completing a single transaction and may not require the same level of emphasis on ethics.

Question 8

Many selling situations that involve ethical issues are not addressed by management directives.

Accepted Answer

Many ethical issues in selling situations can be complex and may not be fully covered by management directives or policies. This leaves it up to the individual salesperson to make ethical decisions based on their personal values and understanding of what is right and wrong.

Question 9

Which of the following statements about the sales force in the 21^st century is true? A)Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss B)Transactional exchanges no longer occur C)Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort D)Salespeople make little use of the Internet because they realize the importance of the personal touch E)All of the above statements about the sales force in the 21^st century are true

Accepted Answer

In the 21st century, sales management must be smart and nimble and provide technology-centered solutions to support the sales effort. This is because technology has drastically changed the way businesses operate and connect with customers. Option A is incorrect because sales managers still need to provide guidance and support to their sales team. Option B is incorrect because transactional exchanges still occur, although there is a trend towards more relationship-based selling. Option D is incorrect because salespeople utilize the Internet extensively to connect with customers and gather information.

Question 10

A company's distribution system is part of its external economic environment.

Accepted Answer

A company's distribution system includes the various channels through which its products reach its customers, such as wholesalers, retailers, and e-commerce platforms. Since these channels exist outside the company, they are considered part of the external economic environment.

Question 11

Mergers often take place so that the purchased companies can obtain the financial resources necessary to realize their full potential in the marketplace.

Accepted Answer

Mergers can provide the necessary capital, resources, and expertise to help companies grow and reach their maximum potential in the market.

Question 12

The most obvious impact of the technical environment on marketing is the ability to create and maintain huge customer databases.

Accepted Answer

The answer of The most obvious impact of the technical...

Question 13

The sales force is usually a firm's most direct link with the customer.

Accepted Answer

The sales force interacts directly with customers, making it the most direct link between the firm and its customers.

Question 14

Discontinuous changes are environmental changes so different from what has been experienced before that firms must take drastic strategic action in order to be successful.

Accepted Answer

Discontinuous changes require firms to make significant and significant strategic adjustments in order to adapt to the new environment. These changes may include technological advancements, market shifts, and regulatory changes that disrupt the familiar patterns of business and necessitate a rethinking of strategic approaches.

Question 15

An integrated marketing strategy is one part of a firm's sales program.

Accepted Answer

An integrated marketing strategy encompasses all aspects of marketing, including advertising, sales, public relations, and digital marketing, to ensure a consistent message across all channels, rather than being just a part of a sales program.

Question 16

A focus on relationship selling usually increases the number of vendors a company does business with.

Accepted Answer

Relationship selling focuses on building a strong and long-term relationship with a select group of vendors, rather than increasing the number of vendors a company does business with.

Question 17

Selling skills and requirements vary due to the consistency of the buying process and constant level of product complexity.

Accepted Answer

Selling skills and requirements can vary based on various factors such as the industry, target audience, product/service offered, and the sales process. The buying process and product complexity are just a few of the factors that can impact the skills and requirements needed for successful selling.

Question 18

Personal selling is the most expensive marketing communications tool that most organizations use.

Accepted Answer

Personal selling involves the use of salespeople to communicate with potential customers in person, through phone calls, or video conferences. It is a highly effective tool for building relationships with customers and closing sales. However, it requires significant investments in recruitment, training, and compensation of sales professionals. Therefore, it is often considered as the most expensive marketing communications tool.

Question 19

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

Accepted Answer

This statement suggests a shift towards more collaborative and participatory leadership styles in sales management.

Question 20

Which of the following statements about sales force management is true?
A)The sales force is the firm's most direct link to the customer
B)The statement,"The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
C)As organizations implement the marketing concept,they soon realize how important it is to be sales-oriented
D)Personal selling is usually less expensive than advertising
E)Sales management is no different from any other kind of management

Accepted Answer

The sales force is often the firm's most direct link to the customer, and good sales force management can lead to increased customer satisfaction and loyalty. Option B is incorrect as simply creating a better product does not guarantee success without proper marketing and sales efforts. Option C is incorrect as sales orientation can actually be a hindrance to implementing the marketing concept. Option D is incorrect as personal selling is often more expensive than advertising. Option E is incorrect as sales management involves unique challenges and approaches compared to other forms of management.

Quiz 1: Introduction to Sales Management in the Twenty-First Century