Devry MKTG420 WEEK 4 QUIZ

(TCO 4) The main objective of developing a strategic account program is to do which of the following?

Expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential

Provide an enterprise type of relationship with some customers and a consultative relationship to others

Free up more of the regular salesforce's time

Both a and b above

All of the above

: See pages 161-162

Points Received: 5 of 5

Comments:

Question 2. Question :

(TCO 4) Reason(s) for the growing popularity of telemarketing include which of the following?

Student Answer: Telemarketing sales calls can be very cost effective

Ease in retraining a telemarketing salesforce

Telemarketers are easy to motivate

Only a and c of the above

All of the above

: See page 165

Points Received: 5 of 5

Comments:

Question 3. Question :

(TCO 4) When Hyatt Hotels had a separate salesforce dedicated to each of its hotel properties, its salesforce was organized according to which of the following?

Student Answer: Geography

Product line

Customer

Functional

None of the above

: See page 158

Points Received: 5 of 5

Comments:

Question 4. Question :

(TCO 4) The most serious problem with geographic organization is which of the following?

Student Answer: Salespeople must sell the entire line and may not be sufficiently knowledgeable about all products

It is difficult to set up equitable geographic organizations

It generally results in extensive travel time

It is usually the most costly alternative

Salespeople usually do not like it

: See page 156

Points Received: 5 of 5

Comments:

Question 5. Question :

(TCO 5) As the sales manager, you have just finished establishing your firm's procedures for selecting salespeople. Assuming that you have followed a typical sequential filtering process, and assuming the following numbers for each step in the process,

1 = interviews

2 = examinations

3 = evaluating application blanks

4 = background checks

then the procedure your recruiters will follow is which of the following?

Student Answer: 2, 1, 3, 4

3, 1, 2, 4

4, 1, 2, 3

1, 2, 3, 4

the sequence of the steps does not matter

: See page 204

Points Received: 5 of 5

Comments:

Question 6. Question :

(TCO 5) You are deciding whether to use a structured interview or a semi-structured interview in your hiring process. The primary advantage of the semi-structured interview process, as compared to the structured interview, is that the semi-structured interview does which of the following?

Student Answer: Provides a comparison of candidates based on impressions rather than on recall of relevant information

Facilitates comparison of the candidates when more than one person is conducting screening interviews

Provides the candidate a more active role in the direction an interview takes

The questions are not repeated word-for-word to each candidate

IN All of the above are advantages of the structured interview process

: See page 208

Points Received: 0 of 5

Comments:

Question 7. Question :

(TCO 5) An excellent source of sales trainees is educational institutions. However, according to the text, one disadvantage of recruiting sales trainees from reputable colleges is that college students do which of the following?

Student Answer: Do not know how to budget their time

Lack perseverance

Expect to be promoted to management positions quickly

Generally do not possess oral and written skills

Lack maturity

: See page 203

Points Received: 5 of 5

Comments:

Question 8. Question :

(TCO 6) As the branch sales manager for a medium-sized manufacturing firm, you are solely responsible for the sales training for your 10 salespeople. When developing a training program, you would be responsible for all of the following training issues except which one?

Student Answer: Who should train

What methods to use

When to retrain

None of the above. All are involved in the training program.

: See page 219

Where to train.

Points Received: 5 of 5

Comments:

Question 9. Question :

(TCO 6) As a sales manager for a medium-sized e-commerce company, you realize that frequent training is important because of the dynamic nature of the industry. Fortunately, you know that the outcomes, intended or otherwise, of sales training, could include which of the following?

Student Answer: Improved customer relations

Better morale and control

Increased sales

Reduced turnover

All of the above

: See pages 218-221

Points Received: 5 of 5

Comments:

Question 10. Question :

(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 which of the following?

Student Answer: Determining the training objectives

An analysis of what the salesforce needs

The development of a job description for the sales position

IN 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

: See page 221

Points Received: 0 of 5

Comments: