Business Management Quiz

What is the main focus of market orientation for a business?

• Maximizing profits at any cost

• Expanding the business globally

• Maximizing performance in the competitive marketplace

• Minimizing costs and expenses

What is an example of Tied selling?

• Selling a printer and offering a discount on earphones

• Selling a printer and offering a discount on a laptop

• Selling a printer and offering a discount on a camera

• Selling a printer and offering a discount on a tablet

What is the process of designing Sales Contests and Recognition Programs consist of?

• Planning, Promoting, Evaluating, and Terminating

• Planning, Promoting, Evaluating, and Ignoring

• Planning, Promoting, Evaluating, and Rewarding

• Planning, Promoting, Evaluating, and Punishing

What are the external sources of recruits?

• Lambton College students

• Harvard University students

• Oxford University students

• Stanford University students

What are the steps involved in selecting applicants?

• Evaluating the pool of recruits, followed by selecting one or more recruits and negotiating employment

• Evaluating the pool of recruits, followed by rejecting all recruits and terminating the process

• Evaluating the pool of recruits, followed by promoting all recruits and hiring them immediately

• Evaluating the pool of recruits, followed by ignoring all recruits and not making any selection

What are the interrelated dimensions to consider when deciding where to train?

• Whether to use the firm’s premises or ignore training altogether

• Whether to use the firm’s premises or external facilities

• Whether to use the firm’s premises or conduct training online

• Whether to use the firm’s premises or outsource training to another company

What is Valence in the context of sales motivation?

• The value that a salesperson places on a particular reward

• The value that a salesperson places on a particular challenge

• The value that a salesperson places on a particular punishment

• The value that a salesperson places on a particular task

What are the benefits of establishing sales training objectives and communicating them?

• Helping the sales manager determine if the training was a success

• Helping the sales manager determine if the training was a failure

• Helping the sales manager determine if the training was average

• Helping the sales manager determine if the training was irrelevant

What does the company’s sales force turnover rate indicate?

• The percentage of salespeople who are demoted each year

• The percentage of salespeople who are promoted each year

• The percentage of salespeople who join the sales force each year

• The percentage of salespeople who leave the sales force each year

In which career stage do salespeople experience disengagement?

• Expansion

• Establishment

• Exploration

• Disengagement