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Devry MKTG 420 All Quizes Latest

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Devry MKTG 420 All Quizes Latest

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Devry MKTG 420 All Quizes Latest

Devry MKTG 420 Week 2 Quiz Latest

Question 1.1.(TCO 1) _________ is typically designed to “Pull” merchandise through the channel, whereas ________ is designed to answer customer questions and to persuade buyers to sign purchase orders.(Points : 5)

Sales promotion, advertising
Price, personal selling
Advertising, sales promotion
Personal selling, sales promotion
Advertising, personal selling
Question 2.2.(TCO 1) Which of the following is a simple overview of different selling methods?(Points : 5)

Stimulus response
Mental states
Need-satisfaction
Problem solving
All of the above
Question 3.3.(TCO 1) The integration of communications technology in sales, is more commonly known as which of the following?(Points : 5)

Integrated marketing communications
Salesforce automation
Intranet communication
Extranet communication
None of the above
Question 4.4.(TCO 2) Compared to other promotional tools, the most important advantage(s) of personal selling is(are) which of the following?(Points : 5)

Locating prospects
Gaining customer commitment
Creating customer value
Both b and c
All of the above
Question 5.5.(TCO 2) The most important part of the salesperson’s job is which of the following?(Points : 5)

Tracking accounts receivable
The selling process
Training new salespeople
Being involved in the community
Attending training sessions
Question 6.6.(TCO 2) Which step in the ISP involves determining if the prospect has these three things: need, ability, and authority?(Points : 5)

Prospecting
Pre-Approach
Approach
Presentation
None of the above
Question 7.7.(TCO 3) Which of the following are examples of commonly used organizational goals?(Points : 5)

Dollar revenue
Social responsibility
Dollar profits
Both a and c
All of the above
Question 8.8.(TCO 3) Focusing your product on a special part of the market is an example of which of the following?(Points : 5)

Capital budgeting
Segmenting
Target marketing
Centralization
Penetration programming
Question 9.9.(TCO 3) Which of the following is most likely to be an economic buying influence?(Points : 5)

An engineer
A senior officer
A purchasing agent
A production supervisor
A financial analyst
Question 10.10.(TCO 3) The first step in determining the minimum customer size on which the salesforce should call is to calculate which of the following?(Points : 5)

Cost per sales call
The growth potential of the customer
Sales promotion budget needed
Cost of product development
Gather the customer’s past sales record

Devry MKTG 420 Week 4 Quiz Latest

Question 1.1.(TCO 4) The main objective of developing a strategic account program is to do which of the following?(Points : 5)

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
Question 2.2.(TCO 4) Reason(s) for the growing popularity of telemarketing include which of the following?(Points : 5)

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
Question 3.3.(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?(Points : 5)

Geography
Product line
Customer
Functional
None of the above
Question 4.4.(TCO 4) The most serious problem with geographic organization is which of the following?(Points : 5)

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
Question 5.5.(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 correct procedure your recruiters will follow is which of the following?(Points : 5)

2, 1, 3, 4
3, 1, 2, 4
4, 1, 2, 3
1, 2, 3, 4
the sequence of the steps does not matter
Question 6.6.(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?(Points : 5)

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
All of the above are advantages of the structured interview process
Question 7.7.(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?(Points : 5)

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
Question 8.8.(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?(Points : 5)

Who should train
What methods to use
When to retrain
None of the above. All are involved in the training program.
Question 9.9.(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?(Points : 5)

Improved customer relations
Better morale and control
Increased sales
Reduced turnover
All of the above
Question 10.10.(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?(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

Devry MKTG 420 Week 6 Quiz Latest

  1. 1.(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) trust
    humor
    fear
    personality
    ego
Question 2. 2. (TCO 7) As a sales manager, you go out of your way to personally demonstrate proper selling technique to salespeople, show up on time to meetings and appointments, and always present a professional image through appropriate dress and grooming. Your actions are likely seen by your sales staff as which of the following? (Points : 5)

Consistent with those behaviors from a boss
A part of coaching called role modeling
A part of feedback called mirroring
A part of image management to get a promotion
None of the above
Question 3. 3. (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)

Planning
Attitude
Knowledge
Selling skills
Probing skills
Question 4. 4. (TCO 8) As a new first-line sales manager, you would like to understand what motivates each salesperson. Joe, one of your salespeople, is a person who is almost completely self-motivated. You don’t need to do much of anything to keep this person going. Joe always sets high goals for himself and likes it when the branch achieves its monthly quota, regardless of who sold the most to make that possible. Based on this information, you determine that Joe has which motivational drive? (Points : 5)

The Competitor
The Ego-driven
The Achiever
The Service-oriented
A combination of all of the above
Question 5. 5. (TCO 8) _______________ are more optimistic goals used to stimulate the sales force, whereas _______________ are the maximum share of demand in each product market that a multi-product firm can attain under ideal conditions, and are generally unrealistic objectives. (Points : 5)

Sales forecasts, quotas
Quotas, sales forecasts
Quotas, sales potentials
Sales potentials, quotas
Question 6. 6. (TCO 8) Motivation is an individual’s willingness to exert effort to achieve the organization’s goals, while satisfying individual needs.Inherent in this definition are which of these three components? (Points : 5)

Persistence, intensity, organizational goals
Effort, individual needs, organizational goals
Direction, individual needs, effort
Individual needs, effort, direction
Effort, intensity, organizational goals
Question 7. 7. (TCO 9) The statement that “any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good” was made by which of the following? (Points : 5)

Plato
Machiavelli
Charles Darwin
The conventional moralists
None of the above
Question 8. 8. (TCO 9) Two ways to describe individual moral philosophies that are relevant to business decision making are relativism and idealism. Which philosophy leads to better ethical decision making? (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 9. 9. (TCO 9) An excellent way for a manager to build a strong sales ethics program is which of the following? (Points : 5)

To fire unethical people
To fire people who have had traffic violations
To get the backing of the CEO
Initiate a drug testing program
None of the above
Question 10. 10. (TCO 9) The first step in attempting to arrive at a decision for a moral problem is to do which of the following? (Points : 5)

Create alternative solutions
Write down your recommendation
Assemble the facts
Conduct in-depth analysis
Recognize the dilemma

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