Florida Institute of Technology - FM 431

1)Which of the following statements is NOT true about the role of salespeople within a company?

 

1. 1. Sales positions have greater starting salaries on average than other positions such as Marketing.

 

1. 2. Sales managers earn more than managers in other areas.

 

1. 3. Sales positions will become harder to obtain because the market for sales is becoming saturated.

 

1. 4. Sales consumes an average of one-fifth of a company's revenue.

 

1. 5. Sales positions are the hardest jobs to fill.

 

 

 

2. Which of the following characteristics is useful for both salespeople and sales managers?

 

1. 1. the ability to understand the sales process

 

1. 2. the ability to empathize personally with buyers

 

1. 3. the ability to delegate

 

1. 4. the ability to work independently

 

1. 5. the ability to organize activities and people

 

 

 

3. All of the following are skills a sales manager must be able to perform EXCEPT:

 

1. 1. advocating on behalf of the sales department to other departments

 

1. 2. formulating strategies for others to implement

 

1. 3. helping employees improve their performances

 

1. 4. figuring out how to motivate different people

 

1. 5. leading the department in selling a personal quota

 

 

 

4. A company's mission statement serves all of the following purposes EXCEPT:

 

1. 1. to give purpose to employees' actions

 

1. 2. to carry out the company's strategy

 

1. 3. to inspire the employees and shareholders

 

1. 4. to guide employees as they make decisions

 

1. 5. to serve as a standard against which decisions can be measured

 

 

5. Which of the following is NOT a question that needs to be answered as part of developing a marketing strategy?

 

1. 1. What level of investment will be required, and how will we locate and allocate the needed resources?

 

1. 2. What markets do we serve with what products?

 

1. 3. What types of relationships do we form and with whom?

 

1. 4. What are the detailed objectives and action plans?

 

1. 5. What aspects of our mission statement will we communicate to the public and how?

 

 

6. Finding a sustainable competitive advantage is difficult because:

 

1. 1. market penetration makes sustaining an advantage difficult

 

1. 2. a company needs a sustainable competitive advantage to succeed in the market

 

1. 3. it is easier for a company to focus on sales than on service

 

1. 4. many advantages (product and low price) can be mimicked by other companies

 

1. 5. it is a key component of a strategic plan for any business

 

 

7. A company can grow through all of the following approaches EXCEPT:

 

1. 1. creating new products

 

1. 2. combining new products and new markets

 

1. 3. increasing market share with existing products

 

1. 4. finding new markets

 

1. 5. developing competing strategies

 

 

8. What are the key differences between market penetration and product development?

 

1. 1. Market penetration focuses on new products to existing markets, while product development focuses on new products to new markets.

 

1. 2. Market penetration focuses on new products to new markets, while product development focuses on new products to existing markets.

 

1. 3. Market penetration focuses on current products to new markets, while product development focuses on new products to existing markets.