Which of the following statements about the sales force in the 21st century is true? A. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss B. Transactional exchanges no longer occur C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort D. Salespeople make little use of the Internet because they realize the importance of the personal touch E. All of the above statements about the sales force in the 21st century are true.

Which of the following statements about the sales force in the 21st century is true?  A. Sales managers will use a hands-off approach and let the professional salesperson  be his or her own boss  
B. Transactional exchanges no longer occur  
C. Sales management must be smart and nimble and provide technology-centered  solutions to support the sales effort  
D. Salespeople make little use of the Internet because they realize the importance of  the personal touch  
E. All of the above statements about the sales force in the 21st century are true.
by

1 Answer

Answer :

C. Sales management must be smart and nimble and provide technology-centered  solutions to support the sales effort
by

Related questions

The difference between transactional selling and relationship selling is A. In transaction, selling buyers must pay cash B. In relationship selling, buyers and sellers must be related C. In transaction selling, sellers provide greater service D. In relationship selling, sellers work to provide value to their customers e. In transaction selling, the transaction is the beginning of a relationship

Description : The difference between transactional selling and relationship selling is A. In transaction, selling buyers must pay cash B. In relationship selling, buyers and sellers must be related C. In ... to their customers e. In transaction selling, the transaction is the beginning of a relationship

Last Answer : D. In relationship selling, sellers work to provide value to their customers e. In transaction selling, the transaction is the beginning of a relationship

Henry hears one of his senior salespeople spreading rumours about the drinking problems experienced by a competitor's sales representative. When they get out to the car, Henry asks the perpetrator how she would feel if such information was being spread about her personal life.Henry's response is most consistent with which one of the following moral philosophies? A)Ethical formalism B)Relativism C)Humanitarianism D)Opportunism E)Conscious rationalism

Description : Henry hears one of his senior salespeople spreading rumours about the drinking problems experienced by a competitor's sales representative. When they get out to the car, Henry asks ... moral philosophies? A)Ethical formalism B)Relativism C)Humanitarianism D)Opportunism E)Conscious rationalism

Last Answer : A)Ethical formalism

In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. A. Low Tech, High Touch, Personal B. Low Tech, High Touch Transactional C. High Tech/Low Touch, Automated D. High Tech/Low Touch, Personal E. None of the above. Ans: A

Description : In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. A. Low Tech, High ... Automated D. High Tech/Low Touch, Personal E. None of the above. Ans: A

Last Answer : A. Low Tech, High Touch, Personal

In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. *  Low Tech, High Touch, Personal  Low Tech, High Touch Transactional  High Tech/Low Touch, Automated  High Tech/Low Touch, Personal

Description : In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. *  ... High Touch Transactional  High Tech/Low Touch, Automated  High Tech/Low Touch, Personal

Last Answer :  Low Tech, High Touch, Personal

In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. | Digital Marketing Mcqs A.Low Tech, High Touch, Personal B.Low Tech, High Touch Transactional C.High Tech/Low Touch, Automated D.High Tech/Low Touch, Personal Answer: A

Description : In a market where companies build close connective relationships where Internet technology will not feature strongly in the development of these relationships, this is known as a ______ relationship. | Digital ... C.High Tech/Low Touch, Automated D.High Tech/Low Touch, Personal Answer: A

Last Answer : A.Low Tech, High Touch, Personal

Complete the following statement. In a weak matrix environment, the project manager, Eric, has to constantly make an effort to influence his project team and stakeholders to ensure project success. This is because: Select one: a. Eric has a lot of authority. b. Eric has no or little authority. c. Eric is controlled by his functional managers. d. there are no functional managers. e. Eric has flexibility on authority.

Description : Complete the following statement. In a weak matrix environment, the  project manager, Eric, has to constantly make an effort to influence his  project team and stakeholders to ensure project success. ... managers. d. there are no functional managers. e. Eric has flexibility on authority.

Last Answer : b. Eric has no or little authority.

The step-in personal selling process which consists of first meeting between customer and sales person is called A. qualifying B. prospecting C. follow up D. approach

Description : The step-in personal selling process which consists of first meeting between customer and sales person is called A. qualifying B. prospecting C. follow up D. approach

Last Answer : D. approach

In a market where there are transactional relationships where technology will not feature in the development of these relationships, this is known as a ______ relationship. A. Low Tech, High Touch, Personal B. Low Tech, High Touch Transactional C. High Tech/Low Touch, Personal D. High Tech/Low Touch, Automated E. None of the above. Ans: B

Description : In a market where there are transactional relationships where technology will not feature in the development of these relationships, this is known as a ______ relationship. A. Low Tech, High Touch, Personal B. ... Touch, Personal D. High Tech/Low Touch, Automated E. None of the above. Ans: B

Last Answer : B. Low Tech, High Touch Transactional

The customer will judge the offering by three basic elements: ________, services mix and quality, and price. A. Performance B. Salespeople C. Price D. Product features and quality E. None of the above

Description : The customer will judge the offering by three basic elements: ________, services mix and quality, and price. A. Performance B. Salespeople C. Price D. Product features and quality E. None of the above

Last Answer : D. Product features and quality

The goal of corporate governance and business ethics education is to: A. Teach students their professional accountability and to uphold their personal B. Integrity to society. C. Change the way in which ethics is taught to students. D. Create more ethics standards by which corporate professionals must operate. E. Increase the workload for accounting students

Description : The goal of corporate governance and business ethics education is to: A. Teach students their professional accountability and to uphold their personal B. Integrity to society. C. Change ... standards by which corporate professionals must operate. E. Increase the workload for accounting students

Last Answer : C. Change the way in which ethics is taught to students.

In a market where there are transactional relationships where technology will not feature in the development of these relationships, this is known as a ______ relationship. *  Low Tech, High Touch, Personal  Low Tech, High Touch Transactional  High Tech/Low Touch, Personal  High Tech/Low Touch, Automated

Description : In a market where there are transactional relationships where technology will not feature in the development of these relationships, this is known as a ______ relationship. *  Low Tech, High Touch, ... Tech, High Touch Transactional  High Tech/Low Touch, Personal  High Tech/Low Touch, Automated

Last Answer :  Low Tech, High Touch Transactional

where technology will not feature in the development of these relationships, this is known as a ______ relationship. A.Low Tech, High Touch, Personal B.Low Tech, High Touch Transactional C.High Tech/Low Touch, Personal D.High Tech/Low Touch, Automated Answer: B

Description : where technology will not feature in the development of these relationships, this is known as a ______ relationship. A.Low Tech, High Touch, Personal B.Low Tech, High Touch Transactional C.High Tech/Low Touch, Personal D.High Tech/Low Touch, Automated Answer: B

Last Answer : B.Low Tech, High Touch Transactional

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop larger income potentials. B)have to work longer and harder to generate a certain sales volume. C)work about the same amount, since potential is the same. D)have much larger sales than those salespeople with smaller territories.

Description : If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespersons with larger territories to A)develop ... potential is the same. D)have much larger sales than those salespeople with smaller territories.

Last Answer : B)have to work longer and harder to generate a certain sales volume.

The goal of corporate governance and business ethics education is to: A. Teach students their professional accountability and to uphold their personal Integrity to society. B. Change the way in which ethics is taught to students. C. Create more ethics standards by which corporate professionals must operate. D. Increase the workload for accounting students.

Description : The goal of corporate governance and business ethics education is to: A. Teach students their professional accountability and to uphold their personal Integrity to society. B. Change ... standards by which corporate professionals must operate. D. Increase the workload for accounting students.

Last Answer : C. Create more ethics standards by which corporate professionals must operate.

A common practice in evaluating a salesperson is for sales management to compare the salesperson's performance with the performance of other salespersons operating under similar selling conditions or to compare A)the size of sales territories. B)selling expenses with sales by various members of the sales force. C)the amount of new business generated. D)current performance with past performance.

Description : A common practice in evaluating a salesperson is for sales management to compare the salesperson's performance with the performance of other salespersons operating under similar selling conditions or to ... force. C)the amount of new business generated. D)current performance with past performance.

Last Answer : D)current performance with past performance.

Today‟s managers understand that the success of any effort at improving quality and productivity must include _____. (a) Quality management programs ; (b) Customer service improvements (c) Employee's participation ; (d) Manufacturing simplification

Description : Today‟s managers understand that the success of any effort at improving quality and productivity must include _____. (a) Quality management programs ; (b) Customer service improvements (c) Employee's participation ; (d) Manufacturing simplification 

Last Answer : (c) Employee's participation ;

Which statements are characteristic of virtue ethics? A. Our character traits are easily modified, almost on a day-to-day basis if we so choose. B. Like Kantian ethical theory, virtue ethics requires that we disregard personal emotions and feelings. C. Virtue ethics is about describing people as good or bad. D. Even if a person is caring, empathetic, charitable and sympathetic, the challenge of egoism is still a factor in his or her decision-making. E. All of the above. F. None of the above.

Description : Which statements are characteristic of virtue ethics? A. Our character traits are easily modified, almost on a day-to-day basis if we so choose. B. Like Kantian ethical theory, virtue ethics requires that we disregard ... in his or her decision-making. E. All of the above. F. None of the above.

Last Answer : F. None of the above.

According to the private property defense of the classical model of corporate social responsibility, managers who use corporate funds for projects that are not directly devoted to maximizing profits are stealing from their owners. Which statement supports this view? A. Property rights are restricted when they conflict with the basic rules of society as embodied in law and custom. B. The connection between ownership and control that exists for personal property does not legally exist for corporate property. C. Investors buy their stocks with the hope of maximizing return on their investment. D. Stockholders in publicly traded corporations are better understood as investors rather than owners.

Description : According to the private property defense of the classical model of corporate social responsibility, managers who use corporate funds for projects that are not directly devoted to maximizing ... . Stockholders in publicly traded corporations are better understood as investors rather than owners.

Last Answer : C. Investors buy their stocks with the hope of maximizing return on their investment. D. Stockholders in publicly traded corporations are better understood as investors rather than owners.

The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport with the prospective customer is called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Description : The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport ... called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.

Last Answer : C)approach.

Which of the following statements concerning motivating marketing personnel is FALSE? A)Management must discover employees' needs and then develop motivational methods. B)Motivational methods should be fair, ethical, and well -understood by employees. C)Selecting effective motivational tools becomes easier as the work force becomes less diverse. D)Rewards to employees must be tied to organisational goals. E)Managers must use different tools to motivate different individuals.

Description : Which of the following statements concerning motivating marketing personnel is FALSE? A)Management must discover employees' needs and then develop motivational methods. B)Motivational methods should ... to organisational goals. E)Managers must use different tools to motivate different individuals.

Last Answer : C)Selecting effective motivational tools becomes easier as the work force becomes less diverse.

Sandra, a new salesperson for Brenham Foods calls in an order for twice the amount of merchandise that Corner Market requested because she knows that it will increase her sales and will not be noticed by Corner Market. This relates to ------- as an influence in ethical decision making. A)opportunity B)exposure C)significant others D)peers E)external rewards

Description : Sandra, a new salesperson for Brenham Foods calls in an order for twice the amount of merchandise that Corner Market requested because she knows that it will increase her sales and will not ... in ethical decision making. A)opportunity B)exposure C)significant others D)peers E)external rewards

Last Answer : A)opportunity

The personal presentation by the firm’s sales force for the purpose of making salesand building customer relationships is called: A. Personal selling. B. Public relations. C. Direct marketing. D. Sales promotion.

Description : The personal presentation by the firm’s sales force for the purpose of making salesand building customer relationships is called: A. Personal selling. B. Public relations. C. Direct marketing. D. Sales promotion.

Last Answer : A. Personal selling.

Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his territory. Apparently the sales force of which Albert is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.

Description : Albert notices a new hospital being built as he is making his sales rounds. He returns to his office to see who will be responsible for this site, as he is allowed to call only on banks in his ... is a member is organised by A)function. B)salesperson. C)customer type. D)speciality. E)production.

Last Answer : C)customer type.

What are the key characteristics of transactional leaders? A. Guiding, mentoring and motivating B. Guiding, commanding and motivating C. Guiding, demonstrating and motivating D. Guiding, mentoring and demonstrating

Description : What are the key characteristics of transactional leaders? A. Guiding, mentoring and motivating B. Guiding, commanding and motivating C. Guiding, demonstrating and motivating D. Guiding, mentoring and demonstrating

Last Answer : b

Product -related ethical issues can arise when marketers A)do not provide consumers with enough information about how a product is priced. B)force intermediaries to behave in a specific manner. C)bribe salespeople to push one product over another. D)fail to disclose information to consumers about the risks associated with using a product. E)manufacture a product that is very similar to a competing product.

Description : Product -related ethical issues can arise when marketers A)do not provide consumers with enough information about how a product is priced. B)force intermediaries to behave in a specific manner. C) ... with using a product. E)manufacture a product that is very similar to a competing product.

Last Answer : D)fail to disclose information to consumers about the risks associated with using a produc

The ethical roots of the classical model of corporate social responsibility are found in which statement: A. The idea that the interests of stakeholders are as important as the interests of a corporation's stockholders. B. The free market theory which holds that managers are ethically obliged to ace as much money as possible for their stockholders because to do otherwise would undermine the very foundations of our free society. C. The ethical imperative to cause no harm. D. The ethical imperative to prevent harm.

Description : The ethical roots of the classical model of corporate social responsibility are found in which statement: A. The idea that the interests of stakeholders are as important as the interests of a corporation' ... C. The ethical imperative to cause no harm. D. The ethical imperative to prevent harm.

Last Answer : B. The free market theory which holds that managers are ethically obliged to ace as much money as possible for their stockholders because to do otherwise would undermine the very foundations of our free society.

Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called A)prospecting. B)preparing. C)approaching the customer. D)sales training. E)sales planning.

Description : Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This ... . B)preparing. C)approaching the customer. D)sales training. E)sales planning.

Last Answer : B)preparing.

Which of the following is least likely to be directly involved in actually making sales? A)Order taker B)Current -customer salesperson C)Order getter D)Field order taker E)Support personnel

Description : Which of the following is least likely to be directly involved in actually making sales? A)Order taker B)Current -customer salesperson C)Order getter D)Field order taker E)Support personnel

Last Answer : E)Support personnel

Managers today realize that long-term success can be achieved primarily by satisfying the customer. Customers are demanding quicker service, higher quality, and more _____. (a) Value for their money ; (b) Personal attention ; (c) Variety in services ; (d) Online choices

Description : Managers today realize that long-term success can be achieved primarily by satisfying the customer. Customers are demanding quicker service, higher quality, and more _____. (a) Value for their money ; (b) Personal attention ; (c) Variety in services ; (d) Online choices

Last Answer : (a) Value for their money ;

Friends don't let friends drive drunk” is an example of A. Niche marketing B. Social marketing C. Selling D. Advertising E. Sales promotion

Description : Friends don't let friends drive drunk” is an example of A. Niche marketing B. Social marketing C. Selling D. Advertising E. Sales promotion

Last Answer : B. Social marketing

In the 21st century, most people write for social reasons, for self expression, for professional and academic purposes, and?

Description : In the 21st century, most people write for social reasons, for self expression, for professional and academic purposes, and?

Last Answer : for a sense of community.

Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment, company analyzes, information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called 1. prospecting 2. preparing 3. approaching the customer 4. sales training 5. sales planning

Description : Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment, company analyzes, information about the prospects' product needs, feelings about brands, and personal characteristics. ... 2. preparing 3. approaching the customer 4. sales training 5. sales planning

Last Answer : preparing

Which of the following is least likely to be directly involved in actually making sales ? 1. order taker 2. current-customer salesperson 3. order getter 4. fixed order taker 5. support personnel

Description : Which of the following is least likely to be directly involved in actually making sales ? 1. order taker 2. current-customer salesperson 3. order getter 4. fixed order taker 5. support personnel

Last Answer : support personnel

Which statement is a correct view of psychological egoism? A. While our own interests are important, they make sometimes have to give way to the interests of others. B. Psychological egoism makes claims about how people should act. C. If psychological egoism is true, we should abandon ethics. D. Psychological egoism does not claim to provide an accurate descriptive account of human behavior.

Description : Which statement is a correct view of psychological egoism? A. While our own interests are important, they make sometimes have to give way to the interests of others. B. Psychological egoism ... D. Psychological egoism does not claim to provide an accurate descriptive account of human behavior.

Last Answer : C. If psychological egoism is true, we should abandon ethics.

The forecasting model that pools the opinions of a group of experts or managers is known as the……… (a) sales force composition model ; (b) jury of executive opinion model (c) consumer market survey model ; (d) management coefficients model

Description : The forecasting model that pools the opinions of a group of experts or managers is known as the……… (a) sales force composition model ; (b) jury of executive opinion model (c) consumer market survey model ; (d) management coefficients model

Last Answer : (b) jury of executive opinion model

The step-in personal selling process after completion of pre-approach step is called A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration

Description : The step-in personal selling process after completion of pre-approach step is called A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration

Last Answer : C. approach

The third step in personal selling process after completion of pre-approach step is to A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration

Description : The third step in personal selling process after completion of pre-approach step is to A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration

Last Answer : C. approach

Which of the following statements are true? A. P/V Ratio can never be used to measure break-even point B. Higher the P/V ratio less will be the profit and vice versa C. Concept of P/V ratio is also used to determine profit at a given volume of sales D. All of the above

Description : Which of the following statements are true? A. P/V Ratio can never be used to measure break-even point B. Higher the P/V ratio less will be the profit and vice versa C. Concept of P/V ratio is also used to determine profit at a given volume of sales D. All of the above

Last Answer : C. Concept of P/V ratio is also used to determine profit at a given volume of sales

In context of net operating profit, which of the following statements are true? A. If all costs are variable, the amount of profit obtained in marginal costing and absorption costing will be same. B. If the volume of sales and output is equal in a period, profit will be same in absorption costing and marginal costing. C. Both a and b D. None of the above

Description : In context of net operating profit, which of the following statements are true? A. If all costs are variable, the amount of profit obtained in marginal costing and absorption costing will be same. B. If ... same in absorption costing and marginal costing. C. Both a and b D. None of the above

Last Answer : C. Both a and b

People in the marketing department are having difficulty estimating the level of effort needed to achieve advertising goals. This problem is characteristic of the __________ approach to advertising appropriation. A)reliable -appropriation B)match -competition C)arbitrary D)objective -and -task E)percent -of-sales

Description : People in the marketing department are having difficulty estimating the level of effort needed to achieve advertising goals. This problem is characteristic of the __________ approach to advertising appropriation. A) ... B)match -competition C)arbitrary D)objective -and -task E)percent -of-sales

Last Answer : D)objective -and -task

Wildlife Week is celebrated on A. 1st October to 7th October B. 15th October to 2 1st October C. 1st June to 7th June D. 15th June to 21st June

Description : Wildlife Week is celebrated on A. 1st October to 7th October B. 15th October to 2 1st October C. 1st June to 7th June D. 15th June to 21st June

Last Answer : A. 1st October to 7th October

Do you have a boss that is so dense, your colleagues use him/her to get others in trouble and he/she doesn't realize it?

Description : Do you have a boss that is so dense, your colleagues use him/her to get others in trouble and he/she doesn't realize it?

Last Answer : Get a new job?

Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Description : Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion

Last Answer : D)personal selling

Sales channel effectiveness for inside salespeople is highest for a. Traditional, Low end and High End b. Performance and High End c. Performance, Size and High End d. Performance e. High End

Description : Sales channel effectiveness for inside salespeople is highest for a. Traditional, Low end and High End b. Performance and High End c. Performance, Size and High End d. Performance e. High End

Last Answer : d. Performance

According to promotional mix, the method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called A. sales promotion B. personal selling C. public relations D. advertising

Description : According to promotional mix, the method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called A. sales promotion B. personal selling C. public relations D. advertising

Last Answer : C. public relations

________ guides the development of advertisements and personal sales presentations. A. AIEA B. AIBA C. AICA D. AIDA

Description : ________ guides the development of advertisements and personal sales presentations. A. AIEA B. AIBA C. AICA D. AIDA

Last Answer : D. AIDA

_________________ is direct communications with carefully targeted individual consumers to obtain an immediate response. A. Personal selling B. Public relations C. Direct marketing D. Sales promotion

Description : _________________ is direct communications with carefully targeted individual consumers to obtain an immediate response. A. Personal selling B. Public relations C. Direct marketing D. Sales promotion

Last Answer : C. Direct marketing

The _______________________ is the specific mix of advertising, personal selling,sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing objectives. A. Value mix B. Integrated dealer mix C. Marketing communications mix D. Marketing control mix

Description : The _______________________ is the specific mix of advertising, personal selling,sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing ... mix B. Integrated dealer mix C. Marketing communications mix D. Marketing control mix

Last Answer : C. Marketing communications mix