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WorksheetsSales- Chapter 2 Quiz
Total questions: 20
Worksheet time: 10mins
A firm's sales force strategy should be derived from its marketing strategy.
True
False
A company's sales force program should follow directly from top management's
business strategy decisions..
True
False
Strategic marketing planning focuses on identifying market segments and a designing
targeting strategy.
True
False
A positioning strategy is concerned with how a company wants customers to perceive
the company vis-á-vis competitors.
True
False
Sales executives generally are more involved in Level 1 decisions such as business
and marketing strategy, than in Level 2 decisions.
True
False
The first step in developing a go-to-market strategy is to segment the market.
True
False
One result of proliferating new channels is that many companies are able to reduce
the size of their sales force.
True
False
The internet is proving to be more of a substitute for the sales force, rather than a tool to help the sales force become more effective.
True
False
A consultative relationship is likely to differ from a transactional relationship in that
success depends more on intimately grasping a customer's current business issues.
True
False
One way in which consultative selling attempts to create value is by making the
purchasing process easy for the customer
True
False
Strategies are employed to:
make better use of company resources.
set specific and achievable objectives.
sustain an advantage over the competition.
both a and c of the above.
all of the above.
The three C's of an organization's business, often used to describe the basic
character of an organization, are:
customers, competitors, cost.
customers, competitors, company.
Customers, cost, company.
customers, compensation, company.
none of the above.
It's the way an organization attempts to
achieve its overall performance objectives.
strategy
positioning
business mission
target marketing
none of the above.
The sales force's role when executing a Differentiated Strategy usually includes:
selling high margin products.
focusing on non-price benefits.
establish long-term customer relationships.
only a and b above.
a, b, and c are all likely to be included.
The high profit sales force programs in a Low-Cost business strategy are likely to
include:
extensive use of independent sales agents.
compensation that is largely salary.
evaluations based on behaviors, as well as outcomes.
both a and b above.
none of the above.
In the computer industry, IBM is trying to de-emphasize price by promoting
exceptional levels of service and support. This is an example of which generic business
strategy?
a low-cost strategy
a defender strategy
a analyzer strategy
a differentiation strategy
a build strategy
Market segmentation involves aggregating customers into groups that:
are the same size.
are in the same industry
have similar needs.
both a and b above.
all of the above
Which of the following are considered when developing a positioning strategy:
customer perceptions of our products.
customer perceptions of competitors' products.
customer size and location.
both a and b above.
a, b, and c are all likely to be considered.
Which of the following are given exclusive contracts to perform the selling function
within specified geographic areas?
independent sales agents.
telemarketing.
alliances.
resellers.
integrators.
Which of the following participants in a firm's goto-market strategy is most efficient
in that it is inexpensive per customer contact?
independent sales agents.
telemarketing
advertising.
resellers.
integrators.
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