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Homework answers / question archive / California State University, Chico - MGMT 300 1)Which of the following characteristics is useful for both salespeople and sales managers? A
California State University, Chico - MGMT 300
1)Which of the following characteristics is useful for both salespeople and sales managers?
A. the ability to work independently
D. the ability to delegate
E. the ability to empathize personally with buyers
2.
A company's mission statement serves all of the following purposes EXCEPT:
B. to inspire the employees and shareholders
C. to guide employees as they make decisions
D. to give purpose to employees' actions
E. to serve as a standard against which decisions can be measured
3.
Finding a sustainable competitive advantage is difficult because:
B. market penetration makes sustaining an advantage difficult
D. it is easier for a company to focus on sales than on service
E. it is a key component of a strategic plan for any business
Score: 0/0.3
4.
What are the key differences between market penetration and product development?
B. Market penetration focuses on current products to new markets, while product development focuses on new products to existing markets.
C. Market penetration focuses on new products to existing markets, while product development focuses on new products to new markets.
D. Market penetration focuses on new products to new markets, while product development focuses on new products to existing markets.
E. Market penetration focuses on market development, while product development focuses on diversification.
5.
Which of the following sales decisions is an example of service dominant logic?
A. billing on a net 90 schedule
B. outsourcing the sales function to cut costs and maximize the sales department budget
C. pricing to undercut competitors in the market
D. offering a service contract for an extra fee to create another profit stream
Student Response
6.
The sales management team at Goldman Landscapes is going through a six-month process of researching their customers and putting them into groups by preferences. This process is likely to result in:
B. the chance to expand into markets that do not need landscaping services
C. insider knowledge of their competitors' strategies
D. a lack of focus on the sales process and decreased sales for that six-month period
E. interference by the marketing department in a process that belongs to the sales department
7.
Which of the following is an example of using social capital to help grow a company?
A. The HR manager of a company hires new employees to staff a project that will increase revenue by 25%.
B. The CFO of a company increases the budget of the research and development department so they can create a product that will triple profits in 18 months.
C. The CTO of a company leads a software engineering team in developing an internal system that will cut corporate expenses by 12% in the first year alone.
D. The Sales Director of a company institutes a policy requiring all new salespeople to train with a senior salesperson for six months before going out into the field alone.
8.
A company's mission statement may or may not mention the product(s) the company makes. This is because:
A. mission statements are generic across all industries
B. mission statements are deliberately vague so they inspire all customers equally
D. the mission statement is written by managers who are not familiar with all the products
E. the mission statement is an internal document only and does not need to list products
9. The CEO of Englewood Educational Consulting announced that all departments must come up with SMART objectives, and that each employee should determine SMART goals for his or her own position. SMART objectives have which advantage over less specific goals?
A. Employees have an easier time implementing goals others set for them than goals they set for themselves.
C. SMART goals are inherently more challenging than other goals are.
D. SMART goals are more easily automated than other goals are.
E. Departments using SMART goals will always achieve them.
10. All of the following are problems that can result from having no formal sales process EXCEPT:
A. The salespeople receive no training before they start working.
B. Sales managers have a hard time managing salespeople if there is no standard process to follow.
D. Sales managers cannot help salespeople improve because they can't diagnose specific problems.
E. The salespeople cannot be compared so relative performance cannot be assessed.
11.
Consultative selling is most appropriate in a situation in which:
A. the salesperson has the ability to discount the price of the product without a manager's approval
C. the buyer is prepared to place a bulk order
D. the buyer has less money to purchase than the list price of the product
E. the buyer needs a simple product to fit a straightforward need
12.
The sales process, a standard eight-step plan of action, creates a:
B. series of presentations on the features of the product
C. chain of opportunities for the salesperson to ask for money
D. method that ensures that the buyer will purchase a product
E. method that requires salespeople to do more research than necessary
13. When a salesperson is formulating an opening statement to use to approach a buyer, what should the salesperson focus on?
A. asking for the buyer's name
B. identifying the company the salesperson works for
C. closing the sale
E. explaining the features of the product
14.
Buyers are more likely to buy a product if the salesperson can show why it:
A. is cheaper than the products sold by other companies
C. is the most advanced product on the market
D. is flexible for many working environments
E. is compliant with all industry standards
15.
Which of the following is NOT a feature of a good close?
A. thanking the buyer
B. asking for a referral
C. reinforcing the decision
D. confirming the implementation schedule
16. Implementation and follow-up after the sale is made is a key step in the sales process for all of the following reasons EXCEPT:
A. to make sure that the customer's experience with the product is positive
B. to provide training in proper use of the product
C. to set the salesperson apart from competitors
E. to gain repeat business from current customers
17. As a sales manager moves closer to the top of the organization chart, the manager's day-to-day tasks:
B. involve filling out more paperwork each day
C. cannot be performed by just one person
D. involve selling to bigger and bigger accounts
E. require more travel and entertainment
18. Which of the following is a determination made by a sales executive during the process of organizing?
A. How to market a particular product
B. How to implement a sales plan
D. Whether to outsource the shipping department
E. What the quotas should be for the sales department
19. Monitoring is an important duty for sales executives because it allows them to determine if:
A. corporate management is giving support to the sales department
B. sales managers are focusing on performance more than on people
C. buyers are being billed on the correct day of the month
E. salespeople are paying attention during weekly sales meetings
20. Technology can be used by sales managers and sales executives to:
B. align the sales department with the company's mission statement
C. motivate individual salespeople to make more sales calls
D. perform need identification as part of the sales process
E. obtain buy-in from the marketing department for sales strategies
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