MKTG 420 Week 4 Quiz

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1.Question :(TCO 4) Which form of salesforce organization is expected to increase in popularity the most over the next five years?
Student Answer: Customer
 Geographic
 Product line
 Functional
 Both a and b above

 

Question 2.Question :(TCO 4) Reason(s) for the growing popularity of telemarketing include which of the following?
Student Answer: Telemarketing sales calls can be very cost effective
 Ease in retraining a telemarketing salesforce
 Telemarketers are easy to motivate
 Only a and c of the above
 All of the above

 

Question 3.Question :(TCO 4) The main objective of developing a strategic account program is to do which of the following?
Student Answer: Expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential
 Provide an enterprise type of relationship with some customers and a consultative relationship to others
 Free up more of the regular salesforce’s time
 Both a and b above
 All of the above

 

Question 4.Question :(TCO 4) Which of the following are examples of functional specialists?
Student Answer: Salespeople responsible for landing new customers
 Salespeople responsible for increasing sales to existing customers
 Salespeople responsible for selling to end-users
 Only a and b above
 All of the above

 

Question 5.Question :(TCO 5) Recruiting salespeople from one’s competitors or customers is a fairly widespread practice, because of which of the following?
Student Answer: A firm not in a position to provide extensive training can often acquire exceptional people from major firms with excellence training programs
 A firm can reasonably expect that it will pick up some of the new salesperson’s old customers
 A firm may acquire the salesperson, trade secrets, and/or new product information from competitors all at the same time
 All of the above
 Both a and b of the above

 

Question 6.Question :(TCO 5) The most important issue(s) associated with testing candidates is (are) which of the following?
Student Answer: Order of questions on the test
 Validity and application of the test to a particular firm
 That tests are best when used as the sole source of the hiring decision
 All of the above
 Both b and c of the above

 

Question 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?
Student Answer: Confirmation
 Recruiting
 Testing
 Interviewing
 Validation

 

Question 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?
Student Answer: Centralized training
 Decentralized training
 On-the-job training
 Government training
 Consultant training

 

Question 9.Question :(TCO 6) On-the-job training refers to which of the following?
Student Answer: Working with the union
 Traveling with an experienced salesperson on visits to regular customers
 Having two jobs at once
 Receiving workman’s compensation
 None of the above

 

Question 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?
Student Answer: There is no relationship between sales training and salesperson turnover.
 Sales training increases salesperson turnover intentions because of the increased knowledge about the difficulties of the job.
 Sales training reduces role ambiguity and increases salesperson job satisfaction.
 Sales training will increase actual turnover rates, due to the boredom of sitting all day in class.
 None of the above is true.

 

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