MKTG 420 Week 6 Quiz

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MKTG 420 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?
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
 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
 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
 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
 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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