ID: Date Completed the Test:

East Delta University/ MBA/ Summer 2020

Selling & Sales Force Management (MKT 696)
Quiz- 3 (Level- 3)
Instruction: Pick the right answer for each question from the given options and show the answer
option (for example: a/ b/ c/ or d) in the designated answer box corresponding to the question.

Q. No. Statements Answer

1 Recruiting and selecting salespeople is important because
(a) competition for talented salespeople is fierce
(b) the direct costs of poor recruiting are high
(c) the indirect costs of poor recruiting are high
(d) all of the above
2 During the recruiting and selection stage of finding and attracting a pool of
applicants, the goal is
(a) to find as many applicants as possible
(b) to find as many qualified applicants as possible
(c) to attract a few good applicants
(d) to hire only relatives of current employees
3 After establishing policies and determining who will be responsible for
recruitment and selection
(a) a thorough job analysis should be conducted
(b) a job description needs to be written
(c) a statement of job qualifications needs to be written
(d) all of the above
4 During the evaluation stage of recruitment and selection
(a) application forms need to be created and evaluated
(b) interviews conducted and references must be checked
(c) tests administered and evaluated
(d) all of the above
5 A sales manager can use a job description to
(a) guide recruiting efforts
(b) determine training needs
(c) serve as standards for evaluating performance
(d) all of the above
6 The advantage of using open ads for recruiting new salespeople will
(a) avoid any ethical questions concerning possible deception
(b) generate a more select pool of high-quality candidates
(c) reduce selection costs
(d) all of the above
7 Writing the job qualification statement that clearly states the educational and
experience requirements for the sales position hopefully will
(a) satisfy everyone on the hiring committee
(b) discourage unqualified people from applying
(c) avoid internal company conflicts
(d) all of the above
8 In most organizations, _________ are primarily responsible for hiring new
salespeople.
(a) experienced salespeople
(b) vice-presidents for recruitment
(c) field sales managers
(d) corporate executives
9 Rabu is putting together a selling center for her organization. She will likely
include
(a) customer service
(b) engineering people
(c) marketing & sales
(d) all of the above
10 Titu is putting together a buying center team to consider alternative buying
options for his company. Titu’s team most likely gets involved in
(a) modified rebuy
(b) new-task purchase
(c) straight rebuy
(d) matrix organizational sale
11 Cognitive dissonance occurs at which stage of the buyer’s buying decision model?
(a) Need recognition
(b) Information search
(c) Evaluation of alternatives
(d) Post-purchase behavior
12 The biggest or greatest amount of involvement in a foreign market comes through
which of the following?
(a) Exporting
(b) Joint venturing
(c) Licensing
(d) Foreign direct investment
13 All of the following would be the ways to segment psychographic segment, except
(a) social class
(b) occupation
(c) lifestyle
(d) personality
14 In determining sales force size, when a company groups accounts into different size
classes and then determines the number of salespeople needed to call on them the
desired number of times, it is called the:
(a) key-size approach
(b) work-load approach
(c) product-need approach
(d) call-service approach
15 Which products are bought by individuals and organizations for further processing?
(a) Consumer products
(b) Specialty products
(c) Industrial products
(d) Services
16 _________ describes changes in an individual's behavior arising from experience.
(a) Motivation
(b) Perception
(c) Learning
(d) Attitude
17 In terms of execution styles, a family seated at the dinner table enjoying the
advertised product would be an example of which of the following types of
advertising?
(a) Slice of life
(b) Lifestyle
(c) Mood or image
(d) Personality symbol
18 The orange juice manufacturers know that orange juice is most often
consumed in the mornings. However, they would like to change this and make
the drink acceptable during other time periods of the day. Which form of
segmentation would they need to work with and establish strategy reflective of
their desires?
(a) gender segmentation
(b) benefit segmentation
(c) occasion segmentation
(d) age and life-cycle segmentation
19 When a company enters a new product category for which its current brand
names are not appropriate, it will likely follow which of the following brand
strategies?
(a) Multi brands
(b) Line extensions
(c) Brand extensions
(d) New brands
20 It is a fact that there are 24 million left-handed people in the United States,
however, most marketers do not attempt to appeal to or design products for
this group because there is little in the way of census data about this group.
Therefore, this group fails in one of the requirements for effective
segmentation. Which of the following is most likely to apply in this case?
(a) actionable
(b) substantial
(c) differentiable
(d) measurable