Question 1

During the 90s,salespeople became less effective at retaining existing customers.

Accepted Answer

A) True 
 B)False

Question 2

In the management process in a sales department:

Accepted Answer

A)  Operational activities usually precede planning.
B)  Planning tells us what really was done.
C)  Planning and evaluation are interdependent activities.
D)  Evaluation in this year's cycle is not related to any activities in next year's management process.
E)  None of these is correct.F) B) and C)
G) A) and B)

Question 3

The customer probability cube helps predict:

Accepted Answer

A)  How much customers will buy.
B)  What products will be purchased.
C)  When customers will buy.
D)  When the products will be purchased.
E)  All of these.F) None of the above
G) B) and E)

Question 4

In the past 20 years,salespeople have become:

Accepted Answer

A)  More effective at finding new accounts.
B)  Less effective at finding new accounts.
C)  More effective at retaining existing customers.
D)  Less effective at retaining existing accounts.
E)  None of these.F) C) and D)
G) None of the above

Question 5

The stage of sales performance evaluation in the marketing management process will most likely include:

Accepted Answer

A)  Sales forecasting.
B)  Setting sales quotas.
C)  Determining market potentials.
D)  Selecting salespeople.
E)  Analyzing sales volume results.F) All of the above
G) C) and E)

Question 6

Regarding the three stages of the management process (planning,implementation,evaluation) ,it is correct to say:

Accepted Answer

A)  Evaluation normally is the next stage that follows planning.
B)  Evaluation both follows and precedes planning.
C)  If a company had to eliminate one stage,the first one to go would be implementation.
D)  Without an evaluation system,a company cannot operate.
E)  None of these is correct.F) B) and E)
G) None of the above

Question 7

Misdirected marketing effort occurs in many firms because:

Accepted Answer

A)  The salespeople do not ordinarily make their quota.
B)  Companies typically find that their sales forecasts are below the figure for sales potentials.
C)  Companies do not earn a satisfactory return on investment.
D)  Management lacks reliable standards for determining what results should be expected from marketing expenditures.
E)  The opening statement is false in that mis-directed marketing effort does not occur in companies which show a good profit rate.F) C) and D)
G) B) and E)

Question 8

Performance evaluation will become more important in the 2000s because of the emphasis on relationship selling.

Accepted Answer

A) True 
 B)False

Question 9

In the management process,which of the following is both the last stage and the basis for some planning in future situations is:

Accepted Answer

A)  Setting goals.
B)  Organizing.
C)  Staffing.
D)  Evaluating results.
E)  Operating.F) A) and C)
G) A) and B)

Question 10

When analyzing sales volume by customers groups,a useful basis for grouping customers is by:

Accepted Answer

A)  Industry divisions (transportation,farm market,manufacturer,etc. ) .
B)  Channels of distribution (wholesalers,department stores,discount stores,etc. ) .
C)  Key (national) accounts and other accounts.
D)  Any or all of these.
E)  Only two of A-B-C are used.F) C) and E)
G) B) and D)

Question 11

In our company the figure for total sales is quite satisfactory,but it does not show that sales are declining in a certain product line or territory.This situation:

Accepted Answer

A)  Is an example of the 80-20 principle.
B)  Indicates a well-managed company.
C)  Tells us that we did a poor job of sales forecasting.
D)  Illustrates the need for detailed sales information.
E)  Suggests that we drop that product or territory.F) A) and D)
G) A) and E)

Question 12

Which of the following best illustrates the 80-20 principle?

Accepted Answer

A)  We are a hardware wholesaler,and 20 percent of our sales volume comes from building supply dealers.
B)  Fifteen percent of our customers account for 65 percent of our sales volume.
C)  Industry sales declined 10 percent last year.
D)  Our company's sales increased 18 percent last year.
E)  Last year our volume was up 10 percent,but our market share declined 4 percent.F) B) and D)
G) B) and E)

Question 13

In the management process,a marketing audit is most closely associated with the management function of:

Accepted Answer

A)  Evaluation.
B)  Planning.
C)  Organizing.
D)  Staffing.
E)  Motivating.F) A) and C)
G) A) and E)

Question 14

The basic reason for the existence of the 80-20 situation in most marketing programs is:

Accepted Answer

A)  The inevitable failure of many new products.
B)  The high cost of marketing.
C)  Misdirected marketing effort.
D)  Too many salespeople.
E)  None of these.F) A) and E)
G) B) and C)

Question 15

Among the following,sales performance evaluation is most closely related to:

Accepted Answer

A)  Sales control.
B)  Staffing the sales force.
C)  Sales operation.
D)  Marketing.
E)  The marketing concept.F) All of the above
G) None of the above

Question 16

When preparing a sales volume analysis by customer classification:

Accepted Answer

A)  Management rarely finds the 80-20 principle in operation.
B)  Customers can be classified by industry groups but not by channels of distribution.
C)  This type of analysis is usually more fruitful when the customer groups are also analyzed by product line or territory.
D)  Management should study its large accounts and not waste time and money on the small ones.
E)  It is not useful to extend this analysis over several periods of time.F) B) and C)
G) None of the above

Question 17

A sales volume analysis plus a marketing cost analysis constitute a marketing profitability analysis.

Accepted Answer

A) True 
 B)False

Question 18

A systematic,comprehensive,periodic review and evaluation of the marketing activities in an organization is called:

Accepted Answer

A)  A marketing information system.
B)  The management process.
C)  Marketing planning.
D)  Marketing cost analysis.
E)  A marketing audit.F) A) and B)
G) A) and C)

Question 19

In the performance evaluation process,it is management's job to:

Accepted Answer

A)  Find out what happens.
B)  Find out why it happened.
C)  Decide what to do about it.
D)  Do all of these.
E)  Do only two of A-B-C above.F) A) and B)
G) C) and D)

Question 20

The evaluation stage in the marketing management process is not likely to include:

Accepted Answer

A)  Estimating territorial sales potentials.
B)  Matching the sales results against sales goals.
C)  Analyzing marketing costs.
D)  Preparing a sales volume analysis.
E)  Appraising territorial sales performances.F) B) and E)
G) A) and D)

Exam 14: Analysis of Sales Volume

When analyzing sales volume by customers groups,a useful basis for grouping customers is by:

Correct AnswerverifiedShow Answer

A systematic,comprehensive,periodic review and evaluation of the marketing activities in an organization is called:

Correct AnswerverifiedShow Answer

In the management process in a sales department:

Correct AnswerverifiedShow Answer

Regarding the three stages of the management process (planning,implementation,evaluation) ,it is correct to say:

Correct AnswerverifiedShow Answer

A sales volume analysis plus a marketing cost analysis constitute a marketing profitability analysis.

Correct AnswerverifiedShow Answer

Misdirected marketing effort occurs in many firms because:

Correct AnswerverifiedShow Answer

The evaluation stage in the marketing management process is not likely to include:

Correct AnswerverifiedShow Answer

The stage of sales performance evaluation in the marketing management process will most likely include:

Correct AnswerverifiedShow Answer

In our company the figure for total sales is quite satisfactory,but it does not show that sales are declining in a certain product line or territory.This situation:

Correct AnswerverifiedShow Answer

Performance evaluation will become more important in the 2000s because of the emphasis on relationship selling.

Correct AnswerverifiedShow Answer

In the management process,which of the following is both the last stage and the basis for some planning in future situations is:

Correct AnswerverifiedShow Answer

During the 90s,salespeople became less effective at retaining existing customers.

Correct AnswerverifiedShow Answer

In the past 20 years,salespeople have become:

Correct AnswerverifiedShow Answer

Among the following,sales performance evaluation is most closely related to:

Correct AnswerverifiedShow Answer

When preparing a sales volume analysis by customer classification:

Correct AnswerverifiedShow Answer

In the management process,a marketing audit is most closely associated with the management function of:

Correct AnswerverifiedShow Answer

In the performance evaluation process,it is management's job to:

Correct AnswerverifiedShow Answer

The customer probability cube helps predict:

Correct AnswerverifiedShow Answer

The basic reason for the existence of the 80-20 situation in most marketing programs is:

Correct AnswerverifiedShow Answer

Which of the following best illustrates the 80-20 principle?

Correct AnswerverifiedShow Answer

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