MAR3023 -- MODULE 8 and 10
When a manufacturer creates its own retail outlets, what is the real rationale for it? a) The outlets are test labs for new product lines and merchandising innovations b) It strengthens the appeal of the brand sold through other retailers c) The manufacturer can make higher profits by retailing as well as manufacturing them d) All of the above
The manufacturer can make higher profits by retailing as well as manufacturing them
Reach is short for? a) % of target customers the company distribution reaches b) Gross reach c) Net reach d) Selective reach
a) % of target customers the company distribution reaches
Which of the following criteria is more important in selecting salespeople as discussed in the sales module? a) A personal interview b) A resume c) Both the resume and the personal interview are equally important d) None of the above
a) A personal interview
A manufacturer has to reach its target customers, and if those customers shift which channels they shop, then the manufacturer has to ____________. a) Add those channels b) Convince customers to switch back c) Manufacture products that are purchased in the old channel d) All of the above
a) Add those channels
The fair and honorable way of handling non-performance is: a) For the firm to inform the rep that it will follow up any leads if the manufacturer's rep does not b) Fire the reps because they are not performing as expected c) Remind the rep to follow up with the leads d) None of the above
a) For the firm to inform the rep that it will follow up any leads if the manufacturer's rep does not
In considering whether or not a salesforce be paid a salary or a commission, which is NOT true? a) For the first year, a salesperson may be paid a lower base salary to compensate fortime in training b) Much depends on the realities of the marketplace c) Most companies pay a base salary with a commission on all sales or bonuses for exceeding quota d) Both B and C
a) For the first year, a salesperson may be paid a lower base salary to compensate fortime in training
A manufacturer prefers: a) Intra-brand competition b) Inter-brand competition c) Both intra-brand and inter-brand competition are the same to a manufacturer d) None of the above
a) Intra-brand competition
The old-fashioned geographical sales territory is often still preferred over other sales organizational structures designed around customers or products because: a) It offers the firm the greatest control at a lower cost b) It increases sales efficiency c) It is more popular d) All of the above
a) It offers the firm the greatest control at a lower cost
The basic principle behind best practice in increasing salesforce size is: a) Marginal return b) Total sales volume c) Salary and commission d) All of the above
a) Marginal return
What kinds of products are best suited for mass distribution? a) Products that are frequently purchased b) Products that are expensive c) Products that are major durables d) Products that are high risk purchases e) Both A and C
a) Products that are frequently purchased
Which of the following is the first step in the process used to determine salesforce size? a) Set the average time that salespeople are to spend with AA to D accounts b) Divide the total time required to service accounts by the selling time available to the average salesperson c) Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts
a) Set the average time that salespeople are to spend with AA to D accounts
In markets suffering from evolutionary rigidity, the potential rewards from innovating are a) Significant b) No change c) Small d) None of the above
a) Significant
Four of the following phrases appear in the physical distribution QFD figure. Please indicate which of the phrases appears in the box on the right side. a) Transportation process quality and cost b) Order-taking, picking, and packing process quality and costs c) Product quality and cost d) Customer service process quality and cost e) Inventory holding process quality and cost
a) Transportation process quality and cost
Which of the following channel members was negatively affected by Internet marketing? a) Travel agencies b) Orbitz.com c) Airline industries d) Hotels e) Consumers
a) Travel agencies
If the reliability of a delivery system (longest time - average time) is reduced by five days for a buyer who uses 100 boxes a day and the annual inventory carrying cost of each box is $12, how much does the buyer save annually? a) $5,000 b) $6,000 c) $10,000 d) $12,000
b) $6,000
A firm has a total of 40 of all types of customers and the time required to service all those customers totals 100 hours per year on average for each customer. The firm's salespeople have 1,000 hours of selling time per year, that was calculated by multiplying 25 hours of selling time per week that the salesperson typically has available to be on the job with the customer, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market? a) 2 b) 4 c) 6 d) 8
b) 4
According to the sales module, what percentage of time spent with customers is high salesforce efficiency? a) 35% b) 50% c) 65% d) 85% e) None of the above
b) 50%
Which of the following statements is true about a sales representative's job description? a) The second step in recruiting is to develop a sales representative's job description b) A good job description details the specific responsibilities of the position, the skills required and the person to whom the new hire will report c) Job descriptions are only used for recruiting and selecting d) None of the above
b) A good job description details the specific responsibilities of the position, the skills required and the person to whom the new hire will report
Safety stock is held: a) Against running out of demand because of order-delivery process unreliability b) Against running out of supply because of order-delivery process unreliability c) Against the cost of materials increasing d) None of the above
b) Against running out of supply because of order-delivery process unreliability
Which of the following retailing areas has been greatly impacted by Internet marketing, as mentioned in the distribution module? a) Home furniture market b) Auto market c) Clothing market d) Computer market
b) Auto market
As discussed in the sales module, which types of training can increase the loyalty of the salesperson and reduce turnover? a) Basic behavioral sales training b) Company-specific training c) Both A and B d) None of the above
b) Company-specific training
When containers were first introduced, a Harvard University transportation economist _______ container-based transportation would lead to a reduction in U.S. manufacturing jobs. a) Warned about how b) Could not see how c) Had nothing to say about how
b) Could not see how
Which of the following is the third step in the process used to determine salesforce size? a) Set the average time that salespeople are to spend with AA to D accounts b) Divide the total time required to service accounts by the selling time available to the average salesperson c) Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts
b) Divide the total time required to service accounts by the selling time available to the average salesperson
Which of the following is/are NOT an advantage(s) of employing a rep salesforce? a) The halo effect (the company benefits from the other brands the rep sells) b) Economies of scale c) Sales territories where fewer customers are covered more efficiently d) Lower average selling cost e) None of the above
b) Economies of scale
Which of the following companies successfully added new distribution channels, as discussed in the distribution module? a) Elizabeth Taylor's Black Pearl fragrance b) Levi Strauss c) Both A and B d) None of the above
b) Levi Strauss
As discussed in the distribution module, a common source of conflict between manufacturers and partners is misunderstanding the other party's viewpoint when it comes to planning and implementing joint marketing programs. These misunderstandings may include: a) Retailers have the time and merchandising skills to set up promotional displays, and marketing people sent by a manufacturer to help only get in the way b) Manufacturers get upset when they run advertisements that draw prospective customers into the retail store but lose sales because the in-store marketing push is missing c) Both A and B d) None of the above
b) Manufacturers get upset when they run advertisements that draw prospective customers into the retail store but lose sales because the in-store marketing push is missing
Reseller, image, services and marketing are NOT as important in? a) Franchising b) Mass distribution c) Selective distribution d) All of the above
b) Mass distribution
Four of the following phrases appear in the physical distribution QFD figure. Please indicate which of the phrases appears in the box on the left side. a) Transportation process quality and cost b) Order-taking, picking, and packing process quality and costs c) Product quality and cost d) Customer service process quality and cost e) Inventory holding process quality and cost
b) Order-taking, picking, and packing process quality and costs
Regardless of the approach used to organize the salesforce, which of the following environmental realities must be recognized by the selling firm? a) All customers should be given equal sales service b) The competition in the market c) Treat all salespeople equally d) All of the above
b) The competition in the market
Which statement is true about training salespeople? a) Only a few companies are trying to find ways of increasing the return on personal sales call b) Training is an investment in human capital that can produce a highly profitable return from each call c) Most companies don't perceive high turnover of their salesforce as a waste d) On-the-job specific training may be a less important determinant of sales performance than personal characteristics
b) Training is an investment in human capital that can produce a highly profitable return from each call
Channel evolutionary rigidity occurs when channels ___________________. a) Rigidly adopt new technology and processes that increase efficiency b) Very slowly adopt new technology and processes that increase efficiency c) Very quickly adopt new technology and processes that increase efficiency d) None of the above
b) Very slowly adopt new technology and processes that increase efficiency
If the reliability of a delivery system (longest time - average time) is reduced by 10 days for a buyer who uses 200 boxes a day, and the annual inventory carrying cost of each box is $150, how much does the buyer save annually? a) $150,000 b) $200,000 c) $300,000 d) $400,000
c) $300,000
A firm has a total of 800 of all types of customers and the time required to service all those customers totals 16,000 hours per year. The firm's salespeople have 1,000 hours of selling time per year, 25 hours of selling time per week, multiplied by 40 weeks [remember to subtract vacations (3 weeks), holidays (1 week), sick days (2 weeks) and 30 training days (6 weeks) from 52]. How many salespeople are needed to cover the market? a) 12 b) 14 c) 16 d) 20
c) 16
Mentoring is about: a) Discouraging disconnected salespeople from helping each other b) Solving a classic social group problem in salesforce management c) A mentoring system that encourages members of both groups to see the others as interesting and capable individuals d) In sales, real learning comes from formal training
c) A mentoring system that encourages members of both groups to see the others as interesting and capable individuals
Which of the following products is suited for mass distribution? a) A Coach purse b) A Chanel watch c) A pack of Charmin toilet paper d) A marketing textbook
c) A pack of Charmin toilet paper
Which of the following is the biggest retail line of business in the U.S., according to U. S. Commerce Department Statistics? a) Food and beverage retailing b) General merchandise retailing c) Automotive dealer retailing d) Eating and drinking retailing e) Gas station retailing
c) Automotive dealer retailing
In trading relationship and processes, which of the following statements is true? a) A unique trading relationship advantage comes from the manufacturer and channel partner working well together to reduce the costs of doing business b) If the cost reduction efforts of both parties are synchronized and if this synchronization is better than any other trading relationship, the trading relationship will have a unique competitive cost advantage c) Both A and B
c) Both A and B
What is the first principle of sales management? a) A company needs to hire people with excellent personal selling skills b) Be able to organize and lead such people, otherwise the company cannot win in the marketplace c) Both A and B d) None of the above
c) Both A and B
What may occur if firms do not handle the redefining of the salesperson's role in the new age of team selling? a) They may lose key salespeople b) They may lose accounts c) Both A and B d) None of the above
c) Both A and B
Creative, win-win process improvements give the trading relationship a differentiation that benefits . a) The buyer b) The seller c) Both the buyer and the seller d) None of the above
c) Both the buyer and the seller
Which of the following statements is true about franchising? a) Franchisees are imitators; there is little innovation in a franchise system b) About a quarter of all retailing is franchised c) Franchising is a way for an innovator to earn higher innovation profits d) Franchising is a big part of going global and acting global e) Both C and D
c) Franchising is a way for an innovator to earn higher innovation profits
Risk-taking and financing activities of channel intermediaries _____________ a) Are an important basic channel function these days b) Have been greatly increased over the last one hundred years c) Have been greatly reduced over the last one hundred years d) Both A and B
c) Have been greatly reduced over the last one hundred years
As discussed in the distribution module, what is the major concern for a supplier of a mass distribution product? a) Quality of its product or services b) Design of it product or services c) How to get into the mass distribution channels d) How to innovate new products frequently
c) How to get into the mass distribution channels
In selecting salespeople: a) It takes a lot of skill to recognize the very bad and the very good candidate b) Psychologists and personal specialists have had a great deal of success helping companies identify successful salespeople c) It is important to conduct a job analysis at regular intervals to identify the typical salesperson's actual daily activities d) It is not worth making the very best attempt to increase the effectiveness of salesforce selection
c) It is important to conduct a job analysis at regular intervals to identify the typical salesperson's actual daily activities
Which of the following is/are NOT a disadvantage(s) of employing a rep salesforce? a) Diseconomies of scale b) Difficult to fire, may lead to loss of customers and betrayal of confidences and trade secrets c) Low start-up investment cost d) Less continuous feedback e) None of the above
c) Low start-up investment cost
Relationship synergy occurs when the effectiveness, capability and success of the partnership is: a) The marketing strategies and implementation skills of two trading partners b) When the retailer's positioning and strategy appeal to the manufacturer's management c) More than the sum of the seller's and buyer's separate capabilities d) When the manufacturer's positioning and strategy appeal to the retailer's served market e) None of the above
c) More than the sum of the seller's and buyer's separate capabilities
Which of the following is a disadvantage(s) of employing a rep salesforce? a) Low risk, reps get paid for what they sell b) Improved cash flow, you pay when you get paid c) Product knowledge training d) Good advice from reps on product design and marketing for a new venture e) Establishing proven performance
c) Product knowledge training
A manufacturer's launching of its own outlet stores is mainly because____________. a) Consumers like to shop in outlet stores b) Manufacturers produce too many products and too many product lines c) Retail channels take advantage of generous buy-back programs and return a lot of stuff d) All of the above
c) Retail channels take advantage of generous buy-back programs and return a lot of stuff
Intermediaries add what type of utility to a manufacturers' product? a) Time utility b) Place utility c) Time and place utility d) Convenience utility
c) Time and place utility
Which of the following is the second step in the process used to determine salesforce size? a) Set the average time that salespeople are to spend with AA to D accounts b) Divide the total time required to service accounts by the selling time available to the average salesperson c) Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D accounts
c) Total the amount of time required in a year to service all accounts by multiplying the number of each account category by the minutes per year to service that category and summing the totals of AA, A, B, C and D account
Which of the following statements is true about Walmart in Britain? a) Walmart always wins with its everyday low pricing positioning b) Walmart's acquisition of Asda was a failure as it didn't gain market from Sainsbury c) Walmart continued to promote every-day low prices, ignoring the fact that rivals were flourishing by marketing selection, quality, organic brands and prepared foods d) None of the above
c) Walmart continued to promote every-day low prices, ignoring the fact that rivals were flourishing by marketing selection, quality, organic brands and prepared foods
When you make a physical distribution system more reliable and regular in its processes: a) It has no effect on inventory b) You increase the need for inventory c) You reduce the need for inventory d) None of the above
c) You reduce the need for inventory
A company may desire to change its incentive schedule to adapt to new competitive realities or company constraints, but changing the scheme has which of the following negative effects? a) It is likely to confuse the more experienced salespeople who have worked under several different schemes b) Having adapted to them, they may find it difficult to break their behavioral adaptation and to distinguish among the schemes in their memory c) A history of such changes increases the expectations that the scheme will be changed again in the future, thus reducing commitment to the new scheme d) All of the above e) There are no negative effects to changing its incentive schedule - the more often the better
d) All of the above
Changing a sales territory: a) Is a significant event b) Disturbs established customer relations c) Has repercussions on other territories d) All of the above
d) All of the above
If it takes a rep longer than 3-6 months to start moving the product, then: a) The rep is more than likely just doing nothing b) The rep is not selling it to his or her existing customers c) The rep may be trying to use the product to break into new markets d) All of the above
d) All of the above
The basic cost involved in a poor recruiting effort is . a) The wasted cost of spending a great deal of time and effort training b) The cost of exposing the customer to a poor salesperson c) The strain on the enterprise and its management d) All of the above
d) All of the above
What are the characteristics of EDI (electronic data interchange)? a) Enables automated just-in-time delivery b) Close monitoring of product and service quality conformance to contract c) Greatly reduces the need for a salesperson to service an account d) All of the above
d) All of the above
What are the characteristics of successful order getters? a) They uncover customer needs b) They sell value-added technical and process solutions c) Honest concern for the customer d) All of the above e) Both A and C
d) All of the above
What characteristics does a field staff support have? a) Comprised of engineering and marketers b) Available to the customer or the salesperson by various communication methods c) Interacts with customer R & D and production on the development of new products, quality control or service problem d) All of the above
d) All of the above
Which of the following is an objective of personal selling? a) To keep a current customer happy and loyal b) To persuade a current customer to buy more c) To persuade a potential customer to buy a new product or service d) All of the above e) Both B and C
d) All of the above
Which of the following might be a reason for a company to distribute through new channels? a) Introduction of new products b) A different retail channel may reach a different segment of shoppers c) If the manufacturer does not supply the new retailer, other competitors will d) All of the above
d) All of the above
Which of the following statements is true about parallel saleforces? a) A parallel salesforce organization is often created as the result of a takeover or merger b) They exist to avoid organizational politics c) Kraft had four different saleforces which have now been arranged into one with 300 customer service teams d) All of the above are true
d) All of the above are true
In determining salesforce size based on profit maximization, which of the following statements is true? a) Consider the full costs of compensating, training, managing and supporting the salesperson's operational expenses b) If the salesperson's expected incremental dollar contribution min;77us the full cost of the salesperson is positive, then a new salesperson should be hired c) If the existing salespeople generate negative cash flow and the long-term prognosis is not good, you should stop hiring new salespeople d) All of the options are true
d) All of the options are true
Most of the focus in mass distribution is on? a) Reducing the cost of distribution b) Keeping the shelves stocked c) Keeping the quality of service high d) Both A and B e) A, B and C
d) Both A and B
Total Quality Management (TQM) reengineering of processes: a) Can be applied to sales b) Can produce the same benefits as it provides in manufacturing and physical distribution c) Cannot be applied to sales because it has to deal with human beings d) Both A and B
d) Both A and B
What is true in the salesperson selection process? a) If candidates cannot demonstrate confidence when selling themselves, then they are unlikely to be able to sell other products and services b) Confrontational interviews that incorporate role-playing are often used to see how adaptable and enterprising potential salespeople are under fire c) Most companies test the process thinking and political skills of potential recruits using problem solving exercises d) Both A and B e) All of the above
d) Both A and B
When choosing a channel partner, a manufacturer seeks: a) A partner whose customers fit the manufacturer's target market segment b) A partner whose service and current products complement its products and service c) A partner with inferior buying, marketing, merchandising and selling skills d) Both A and B e) A, B and C
d) Both A and B
Which of the following cities were innovative distribution hubs because their canals allowed goods to be loaded and unloaded directly into a merchant's warehouse? a) Venice b) Amsterdam c) London d) Both A and B e) All of the above
d) Both A and B
Which of the following statement is true for logrolling, as described in the sales module? a) Both the buyer and seller need to discuss the trading terms that are most important to each b) Each gives on different dimensions to make the deal c) Decrease the total value of the exchange and the relationship d) Both A and B e) None of the above
d) Both A and B
The use of technology such as 800 service call numbers, cell phones, home Internet access to account records and to members of a sales support team, has: a) Made salespeople so much more efficient and productive b) Enabled many companies to greatly increase their salesforce size c) Led to less direct person to person interaction with customers d) Both A and C e) All of the above
d) Both A and C
What are some characteristics described in the module to be a successful salesperson? a) Obtain a deep reservoir of technical knowledge b) Talk more and listen less c) Making the customer's problems your own d) Both A and C e) All of the above
d) Both A and C
Which of the following is/are an advantage(s) of employing a rep salesforce? a) A fast way of building consumer franchise b) Ease of management and greater control c) Low start-up investment costs d) Both A and C e) All of the above
d) Both A and C
Which of the following statements is the key to operating multiple channels? a) Through customer research undertaken together with channel members, establish whether the current and new channels share the same customers b) The manufacturer sets and follows the same well-defined performance criteria c) Each trading relationship's uniqueness has to be recognized d) Both A and C e) A, B, and C
d) Both A and C
Which of the following statements is true about cross-functional team management? a) Has a dramatic effect on the sales management of key accounts b) A key supplier of a component cannot become a permanent member of the cross-functional account team c) May invite a supplier (vendor) to attend a special or occasional meeting d) Both A and C e) All of the above
d) Both A and C
Which of the following statements is true about reps and customer service problems? a) A customer often wants to deal directly with the supplier b) Problems occur when the reps follow up on leads c) Manufacturers' reps are good at responding to their regular customers d) Both A and C e) Most of the time, there are no problems with reps and customer service
d) Both A and C
Regarding sales compensation: a) The ending point for the compensation package must be the market rate in the industry, including any customary incentive schemes used by the industry b) Sales is typically the best paid entry level job in marketing c) Perhaps the most fundamental principle of sales compensation is to keep it as clear and simple as possible d) Both B and C e) All of the options are true
d) Both B and C
Retailers and manufacturers need to seek the balance for: a) Product variety b) Quality c) Price d) Both B and C
d) Both B and C
The concerns of "Channel Fit" can also be applied to manufacturer's reps . a) Whether they are a family business or not b) In the amount of business they currently do in the target industry c) If the rep is selling leading brands of complementary products to the target industry, it implies the rep has legitimate, desirable clients d) Both B and C e) The concerns of "Channel Fit" should only apply to marketing channels
d) Both B and C
What is/are the competitive advantage(s) for IKEA? a) Elegant Swedish design b) Flat packing furniture saves manufacturing and distribution costs for IKEA c) Customer convenience and lower final delivery costs for IKEA compared to other furniture competitors d) Both B and C e) All of the above
d) Both B and C
Which of the following is/are advantage(s) of computerization in order-taking processes? a) It greatly increase the variability in order processing time b) It often allows immediate notification of item availability c) It can produce courtesy confirmation e-mails that are automatically sent to buyers d) Both B and C e) A, B, and C
d) Both B and C
Which of the following statement is true for bridging, as described in the sales module? a) Just add a new trading dimension b) Fundamental, long-term trading processes are altered to both seller's and buyer's advantages c) It has happened between Walmart and Procter & Gamble d) Both B and C e) All of the above
d) Both B and C
Which of the following statements best describes convenience products? a) Shoppers will go out of their way to buy the preferred alternative b) Shoppers will purchase the next preferred alternative when the product or service is not available c) The best distribution for a convenience product is to be everywhere d) Both B and C
d) Both B and C
Which of the following statements is true? a) In the 1960s, the growth of telemarketing forced many companies to re-evaluate their sales territory strategy b) In the 2000s, the growth of the Internet forced a re-evaluation of sales territories c) Technology innovations in communication sometimes necessitate a complete restructuring of sales-force territories d) Both B and C e) All of the above
d) Both B and C
Which of the following criteria does the basic channel choice NOT depend on? a) Capability b) Cost c) Control d) Conviviality e) All of the above
d) Conviviality
Relationship synergy occurs when there is a ____ served market fit and a ____ fit between the marketing strategies and the implementation skills of two trading partners. a) Low, low b) High, low c) Low, high d) High, high
d) High, high
Some entrepreneurial risks may have to be taken to give heavy support and service to __________. a) Large, slow-growth customers b) Small, slow-growth customers c) Large, high-growth customers d) Small, high-growth customers
d) Small, high-growth customers
Which of the following statements is true about reaching target customers? a) Channel segmentation is important in distribution reach strategy b) The most common function of a marketing channel member is to provide reach and to resell the product into a market where the original seller can't reach efficiently or effectively c) Retailers can give manufacturer both location and image competitive positioning d) Both A and B e) A, B, and C
e) A, B, and C
A seller in a high-growth market faces particular problems, such as: a) It constantly has to adjust its organization as its sales expand b) If it does not adjust its organization accordingly, it opens up the market to rivals c) It can serve all of the new customers that are springing up in a territory d) Adding salespeople until they no longer generate enough contribution to justify their employment e) A, B, and D
e) A, B, and D
A retail store's assortment of customers has varying degrees of uniqueness, measured in terms of: a) Individual differences (age or income) b) Product usage and needs c) Perceptions of the competitive offerings d) Sensitivity to different promotional strategies e) All of the above
e) All of the above
Retailing success depends on: a) Store location b) The assortment or selection of products offered for sale c) The quality of merchandise presentation d) The attractiveness of the store interior e) All of the above
e) All of the above
The development of a new logistics relationship between businesses and trading partners requires which of the following? a) The development of new attitudes that change old habits b) Enough trust to work together to develop competitive added value for both of you c) A willingness to not exploit the new relationship at the expense of long run cooperation d) Patience; payoff often takes time and there are always initial glitches e) All of the above
e) All of the above
What might be the objectives if a salesforce calls on retail accounts? a) Introducing new product lines b) Making sure merchandising displays are put in place c) Attempting to increase the amount and quality of shelf space given to its product d) Encouraging the account to cooperate with promotion programs e) All of the above
e) All of the above
Which of the following is important while training salespeople? a) All salespeople need to hear, "You can do it, too" b) The inspirational part of training should be continued throughout the salesperson's career c) The best way to preparing people for training and learning is to place them in the shoes of the teacher d) Knowledge about an emerging usage market segment should be taught by experienced salespeople because they are not blinded by past beliefs e) All of the above
e) All of the above
Which of the following is the basic channel activity discussed in distribution? a) Reaching target customers, where they are and where they shop b) Informing and serving the customer c) Moving the product d) Financing the venture e) All of the above
e) All of the above
Which of the following statement best describe rewarding the salesforce? a) Sales motivation drives how hard a salesperson wants to work to accomplish a task or achieve a goal b) Many theories and explanations for what motivates people are based on the idea that people want to work hard when outcomes are valued and when effort is linked to performance c) For one salesperson, money may be the strongest motivator, while for another, receiving an award at a banquet is the best incentive d) Both A and B e) All of the above
e) All of the above
As discussed in distribution module, retailing is about: a) Price b) Supply chain cost control c) Positioning d) Promotion e) Both B and C
e) Both B and C
As markets mature: a) The need for pioneer personal selling efforts increase b) The need for pioneer personal selling efforts decrease c) The need for direct selling and billing efforts increase d) The need for pioneer personal selling,, direct selling and billing efforts decrease e) Both B and C
e) Both B and C
Many representatives are eager to reduce price because . a) Manufacturers' profit margins cannot be really hurt b) Manufacturers encourage them to do so c) The sale takes less time and energy d) They suffer a minor commission reduction e) Both C and D
e) Both C and D
Which of the following statement(s) is NOT true for salespeople? a) They hasten the adoption and diffusion of new innovations b) They hasten the adaptation of their company to market realities c) They don't know networks of customers and distributors on a personal level d) They seldom unravel the marketing mistakes made by others e) Both C and D
e) Both C and D
Which of the following is NOT a relationship selling tactic? a) Expanding the size of the pie b) Giving back parts of the pie c) Adding a new ingredient to the pie d) Reengineering the whole pie-making process e) They all are all a relationship selling tactic
e) They all are all a relationship selling tactic
