devry mktg420 final exam done on june 2015 latest

| June 8, 2016

Question 1.1.(TCO 1) Which of the following are likely to be good reasons for wanting to be promoted to sales management? (Points : 5)

Bored with the sales jobs

The opportunity to make more money

The opportunity to exercise power over others

Both b and c

None of the above

Question 2.2.(TCO 1) According to surveys, the median age of newly appointed field sales managers is:(Points : 5)






Question 3.3.(TCO 1) People in the sales department will generally start in the following position:(Points : 5)

a sales management trainee.

customer service representative.

a field sales representative.

research assistants.

an assistant product manager.

Question 4.4.(TCO 2) Strategies are employed to: (Points : 5)

make better use of company resources

set specific and achievable objectives

sustain an advantage over the competition

both a and c of the above

all of the above

Question 5.5.(TCO 2) Which of the following is not an advantage of personal selling? (Points : 5)

Two-way communication

Reaching a massive number of people quickly

Detailed explanation

Direction towards qualified prospects

All are advantages of personal selling

Question 6.6.(TCO 3) The factor(s) which influence the number of people who are likely to be involved in the decision-making process are: (Points : 5)

how many departments use the product.

the dollar value of the purchase.

the degree of technical sophistication of the product.

both b and c above

all of the above

Question 7.7.(TCO 3) Calculating cost-per-call is an important step in addressing the minimum customer size issue. Cost-per-call is a function of: (Points : 5)

the number of calls made per day.

a salesperson’s direct selling expenses.

gross margin.

both a and b

all of the above

Question 8.8.(TCO 3) Paths for increasing the value of a firm’s customer base include which of the following?(Points : 5)

Acquiring new customers

Reducing the turnover of existing customers

Charging higher prices

Both a and b above are true

All the above are true

Question 9.9.(TCO 3) One of the most significant advantages of personal selling over other forms of marketing is which of the following? (Points : 5)

Face-to-face communication

The salesperson can provide a customized version of the four Ps to each prospect

Acquire lots of wealth

Allows for a sales push orientation

None of the above

Question 10.10.(TCO 3) In order for a prospect to be a qualified lead, a salesperson must gather information about whether the prospect has:(Points : 5)

a genuine need for the product or service.

the buying authority to purchase the product or service.

the financial resources to purchase the product or service.

only a and b above are true

a, b, and c above are all true

Question 11.11.(TCO 3) Technical buyers are most likely to be concerned with which of the following issues? (Points : 5)

The organizational impact of the purchase

The dollar amount of the purchase

Screening out suppliers, not meeting specifications

The operational advantages of the purchase

None of the above

Question 12.12.(TCO 4) What should be accomplished in the Pre-Approach step of the Interactive Selling Process?(Points : 5)

Research is done to provide a basis to deal more effectively with the prospect.

Prospects are analyzed to determine if they are qualified leads.

Information is gathered about the prospect’s company, products, competition, etc.

Information may be gathered about the prospect’s industry.

All of the above.

Question 13.13.(TCO 4) Which of the following skills are used in the post-interaction phase of the selling process? (Points : 5)

Relating to the client

Dealing with dissatisfaction

Advocating a solution

Needs discovery

All of the above

Question 14.14.(TCO 4) Acknowledging an objection shows a sign of what?(Points : 5)




None of the above

All of the above

Question 15.15.(TCO 5) Sales managers can and do have an important influence on the performance of a salesforce. Based on research studies, which of the following personality traits has not been consistently found to be related to sales performance? (Points : 5)





All of the above have been consistently related to sales performance.

Page 2

Question 1.1.(TCO 10) Which of the following is not part of the salesforce evaluation model? (Points : 5)

Set goals and objectives for salesforce

Design sales plan

Set performance standards for individual salespeople

Measure results against standards

None of the above (all are part of the salesforce evaluation model)

Question 2.2.(TCO 10) It is best for the attempt to get additional referrals from a prospect to take place: (Points : 5)

when the prospect offers to provide them.

only after a sale is made.

during the follow-up step.

several months after the first presentation was made.

none of the above

Question 3.3.(TCO 9) If a salesperson displays Machiavellian tendencies, we would also expect to find: (Points : 5)

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 4.4.(TCO 9) Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism. Which leads to better ethical decisions? (Points : 5)

In general, relativism leads to better ethical decisions.

Usually, idealism leads to better ethical decisions.

Relativism and idealism produce about the same quality of ethical decision making.

The quality of ethical decisions is only indirectly affected by relativism and idealism.

None of the above

Question 5.5.(TCO 8) A good starting point for developing a salesforce compensation plan is to: (Points : 5)

understand the company’s strategic goals.

choose methods.

determine job specifications.

set pay levels.

assemble the plan.

Question 6.6.(TCO 8) A number of actions can be taken to motivate a salesforce. If the sales manager allows salespeople to help plan sales quotas and the sequence of calls (a task normally completed by the sales manager), the manager is attempting to satisfy which salesforce need? (Points : 5)






Question 7.7.(TCO 8) A major objective of a well-designed compensation package is to: (Points : 5)

provide equal pay to all employees at the same level.

increase sales and revenues.

provide extensive benefits.

encourage. a “hard sell” attitude among the salesforce.

micromanage salesperson behaviors.

Question 8.8.(TCO 8) A salesperson who has the following characteristics can be labeled as having which motivational drive?

– Has a desire to be the best salesperson in the company, but is not interested in outperforming specific people
– Likes to be considered an expert, but is prone to feeling slighted
– Changes jobs frequently
– Takes things personally (Points : 5)

The Competitor

The Ego-driven

The Achiever

The Service-oriented

None of the above

Question 9.9.(TCO 7) You are well aware that your salespeople look up to you for advice and guidance. In a sense, you are a constant role model. However, you also know that without _________, role modeling has no effect on salesperson job satisfaction or performance. (Points : 5)






Question 10.10.(TCO 7) Leadership involves a number of skills. However, you realize that there are certain skills that the best leaders develop. Which of the following is one of those skills?(Points : 5)

Rationally analyzing situations

Coordinating employees

Developing an overall vision in which people can believe

Setting goals

Selecting employees

Question 11.11.(TCO 7) You hired an outside consultant trainer to provide training on relationship selling. One of your salespeople is heckling and disrupting the training specialist during his presentation with comments such as: “I’ve been doing relationship selling for the past five years; tell me something new.” The best situation for effective coaching in this situation would most likely be: (Points : 5)

during the sales meeting and in front of everybody.

within one of the smaller breakout groups later on.

one-on-one during a break.

with several other salespeople after the entire training session is over.

None of the above

Question 12.12.(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? (Points : 5)




Selling skills

Probing skills

Question 13.13.(TCO 6) Individual sales training programs may be designed to accomplish which of these specific objectives? (Points : 5)

Time management

Territory management

Product knowledge

Company orientation

All of the above

Question 14.14.(TCO 6) A complete training needs analysis includes which of the following? (Points : 5)

Observation and questioning of salespeople

Review of the firm’s strategic objectives

Customer input

Review of company records

All of the above

Question 15.15.(TCO 6) You have just been promoted to sales manager at your sales consulting firm. One of your first tasks is to re-design the sales training program. You realize that a well-designed sales training program typically begins with: (Points : 5)

determining the training objectives.

an analysis of what the salesforce needs.

the development of a job description for the sales position.

the development of an evaluation system that will provide feedback on the effectiveness of each step of the training process.

establishing a control group that will not undergo training.

Page 3

Question 1. 1. (TCO 6) How can sales training contribute to salesforce socialization? Explain your answer in detail. (Points : 20)

Question 2. 2. (TCO 3) What is the role that personal selling has played in creating stronger relationships with customers? Can personal selling strengthen the customer/sales relationship on its own or does a sales manager need to include other sales strategies and tactics to reinforce this relationship? Support your response with an example. (Points : 20)

Question 3. 3. (TCO 7) Why should sales managers be concerned with the job satisfaction of salespeople? Explain your answer in detail. (Points : 20)

Question 4. 4. (TCO 8) What challenges do sales managers face when using team-based compensation? What guidelines can sales managers follow using team-based compensation? (Points : 20)

Question 5. 5. (TCO 10) Discuss the importance of using different types of quotas in evaluating and controlling salesperson performance. Explain your answer in detail. (Points : 20)

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