MKTG 420 Salesmanship All Quizzes

Week 2 Quiz

1. Question: (TCO 1) Which of the following are considered to represent some key customer changes occurring today?
2. Question: (TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?
3. Question: (TCO 1) Having a good understanding of the industry and the strengths and weaknesses of the organization, are aspects of which of the following competencies?
4. Question: (TCO 2) The most effective way to close a sale and to get the customer’s signature on the order form is generally through which of the following?
5. Question: (TCO 2) Personal selling has many advantages over the other promotional tools. For instance, personal selling is which of the following?
6. Question: (TCO 2) The most important part of the salesperson’s job is which of the following?
7. Question: (TCO 3) A key aspect of managing time effectively is which of the following?
8. Question: (TCO 3) Developing a plan for how you want your customers to perceive your product is referred to as which of the following?
9. Question: (TCO 3) Which of the following are examples of commonly used organizational goals?
10. Question: (TCO 3) When the Scott Paper Company switched its focus to improving its profitability, which of the following were logical salesforce consequences?

Week 4 Quiz

1. Question: (TCO 4) Which form of salesforce organization is expected to increase in popularity the most over the next five years?
2. Question: (TCO 4) Reason(s) for the growing popularity of telemarketing include which of the following?
3. Question: (TCO 4) The main objective of developing a strategic account program is to do which of the following?
4. Question: (TCO 4) Which of the following are examples of functional specialists?
5. Question: (TCO 5) Recruiting salespeople from one’s competitors or customers is a fairly widespread practice, because of which of the following?
6. Question: (TCO 5) The most important issue(s) associated with testing candidates is (are) which of the following?
7. Question: (TCO 5) The primary objective of the process is to build a profile of the successful performer that can be used to select additional salespeople. What is the proper term for this?
8. Question: (TCO 6) To enhance product knowledge and teamwork among its new sales recruits, Whirlpool developed a program where all of the recruits would live together in a house (prior to being deployed in the field) to learn about the company’s products by actually using them on a daily basis. This type of training can be classified as which of the following?
9. Question: (TCO 6) On-the-job training refers to which of the following?
10. Question: (TCO 6) You have just been promoted to sales manager at your insurance company and are in charge of eight salespeople, three of which have been with the company less than a year. You know that most turnover occurs between 12 and 15 months of employment in your industry, so you decide to develop a high-quality training program for your salesforce. Which of the following is true, with regard to the research on sales training and turnover?

Week 6 Quiz

1. Question: (TCO 7) If you were a sales manager, which of the following would you consider to be a signal of plateauing among your salespeople?
2. Question: (TCO 7) As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments, and always present a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as which of the following?
3. Question: (TCO 7) “Before we go in to this account, what is your objective for this call?” This question is primarily asked to observe a salesperson’s development in which area?
4. Question: (TCO 8) Some of your lower-performing salespeople complain to you about being stuck with a “bad” territory. They say that the higher-performing salespeople have easier territories to sell in. Which of the following theories best describes the salespeople’s thinking?
5. Question: (TCO 8) The most frequently used type of quota by sales organizations is which of the following?
6. Question: (TCO 8) As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completely self-motivated. You don’t need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive?
7. Question: (TCO 9) If a salesperson displays Machiavellian tendencies, we would also expect to find which of the following?
8. Question: (TCO 9) According to the text, the most frequent area for ethical abuse in a sales organization usually occurs with which of the following?
9. Question: (TCO 9) The statement that “any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good” was made by which of the following?
10. Question: (TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following?