Devry MKTG 420 Week 6 Quiz Latest



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
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)

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)

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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Devry MKTG 420 Week 6 Quiz Latest

Best Devry MKTG 420 Week 6 Quiz Latest
Devry MKTG 420 Week 6 Quiz Latest


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