devry mktg420 final exam done on june 2015 latest

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)

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)

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

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

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)

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)

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

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)

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)

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

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

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

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

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)

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

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

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

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)

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

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)

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)

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)

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)

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)

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

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

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)