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MKTG 420 Week 6 Quiz

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MKTG 420 Week 6 Quiz

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?

	Student Answer:		A loss of interest in prospecting
			A lack of follow through in customer service
			A reduction in working hours
			None of the above would be considered a signal of plateauing
			All of the above would be considered a signal of plateauing

Question 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?

	Student Answer:		Consistent with those behaviors from a boss
			A part of coaching called role modeling
			A part of feedback called mirroring
			A part of image management to get a promotion
			None of the above

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Question 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?

	Student Answer:		Planning
			Attitude
			Knowledge
			Selling skills
			Probing skills

Question 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?

	Student Answer:		Theory of Learned Needs
			Motivation-Hygiene
			ERG Theory
			Equity Theory
			Hierarchy of Needs

Question 5.

Question :

(TCO 8) The most frequently used type of quota by sales organizations is which of the following?

	Student Answer:		Number of sales calls
			Total direct selling expense
			Net profits before taxes
			Sales volume
			Point-of-purchase display

Question 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?

	Student Answer:		The Competitor
			The Ego-driven
			The Achiever
			The Service-oriented
			A combination of all of the above

Question 7.

Question :

(TCO 9) If a salesperson displays Machiavellian tendencies, we would also expect to find which of the following?

	Student Answer:		Psychological disorders
			Abnormally low customer satisfaction
			Lower ethics than other salespeople
			Lax ethical rules or guidelines put in place by the organization
			A sales management team rewarding such behavior

Question 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?

	Student Answer:		Promotions
			Hiring
			Firing
			Expenses accounts
			House accounts

Question 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?

	Student Answer:		Plato
			Machiavelli
			Charles Darwin
			The conventional moralists
			None of the above

Question 10.

Question :

(TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following?

	Student Answer:		To fire unethical people
			To fire people who have had traffic violations
			To get the backing of the CEO
			Initiate a drug testing program
			None of the above

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MKTG 420 Week 6 Quiz

MKTG 420 Week 6 Quiz

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