Q1. A salesperson who researches a company's buying styles and product line is most likely in the ________ stage of the selling process.

a. presentation

b. prospecting

c. preapproach

d. closing

e. approach

Q2. Of the main consumer promotion tools, which is the most costly?

a. advertising

b. billboards

c. coupons

d. samples

e. cash refunds

Q3. An IBM sales representative is giving a product demonstration to a Best Buy representative. Assisting with the demonstration are a Best Buy engineer, a financial analyst, and an information systems specialist. If IBM wins the Best Buy account, then all four IBM representatives will service the Best Buy account. This is an example of ________.

a. inside selling

b. sales promoting

c. prospecting

d. team selling

e. territorial selling

Q4. Pressure to increase short-term sales, less differentiated brands, declining advertising efficiency, and increasingly deal-oriented customers are all factors contributing to the ________.

a. growth of sales promotion

b. decline of sales promotion

c. decline of personal selling

d. decline of customer relationships

e. growth of personal selling

Q5. Which of the following best describes a salesperson who would be categorized as a value spendthrift?

a. believes management pursues a value-driven strategy

b. regularly gains more business at the same price

c. documents claims to customers about superior monetary value

d. explains to the firm that it needs more evidence of excellent value

e. concedes on price in order to quickly close sales deals

Q6. Manufacturers direct more sales promotion dollars toward ________ than to ________.

a. consumers; retailers

b. retailers; wholesalers

c. retailers and wholesalers; consumers

d. customers; wholesalers

e. mature consumers; teenagers

Q7. Which of the following is the term for the individuals in a company who travel to call on customers in the field?

a. product sales force

b. outside sales force

c. complex sales force

d. customer sales force

e. inside sales force

Q8. Of the major consumer promotion tools, which is the most effective for introducing a new product or creating excitement for an existing one?

a. samples

b. coupons

c. cash refunds

d. rebates

e. advertising

Q9. Sales ________ encourage a sales force to make a selling effort that is above and beyond the normal expectation.

a. quotas

b. plans

c. reports

d. contests

e. teams

Q10. Helping the salesforce "work smart" is the goal of ________.

a. sales compensation

b. return on sales investment

c. the organizational climate

d. sales supervision

e. sales motivation

Q11. Members of a company's ________ conduct business from their offices through the telephone, the Internet, or visits from customers.

a. complex sales force

b. inside sales force

c. outside sales force

d. customer sales force

e. product sales force

Q12. In this step of the sales process, salespeople can now take advantage of technologies such as DVDs, handheld computers, interactive white boards, and laptop computers to show customers images that support the salesperson's verbal message.

a. follow-up

b. presentation and demonstration

c. closing

d. prospecting

e. preapproach

Q13. In order to win and keep accounts, most companies want their salesforce to practice ________ selling.

a. competitive

b. profit margin

c. spendthrift

d. value

e. short-term

Q14. Companies that use a customer sales force structure organize their salespeople by ________.

a. specialty knowledge

b. territory

c. product

d. demand

e. industry

Q15. Which of the following best describes a salesperson who would be categorized as a value spendthrift?

a. concedes on price in order to quickly close sales deals

b. explains to the firm that it needs more evidence of excellent value

c. believes management pursues a value-driven strategy

d. regularly gains more business at the same price

e. documents claims to customers about superior monetary value

Q16. After a company has determined its sales force structure, it is ready to determine what ________ it needs.

a. marketing-sales liaison

b. compensation package

c. sales force supervision

d. team structure

e. sales force size

Q17. Of the major consumer promotion tools, which is the most effective for introducing a new product or creating excitement for an existing one?

a. cash refunds

b. advertising

c. rebates

d. samples

e. coupons

Q18. New Wave Music Company has decided to switch to a customer sales force structure. Which of the following advantages is the company now LEAST likely to enjoy?

a. The company can build closer relationships with important customers.

b. The company can better serve different industries.

c. The company can better serve current customers and find new customers.

d. The company can become more customer-focused.

e. The company can expect salespeople to develop in-depth knowledge of numerous and complex product lines.

Q19. ________ are goods offered either free or at low cost as an incentive to buy a product; they may come in-pack, on-pack, or delivered through the mail.

a. Point-of-purchase promotions

b. Premiums

c. Price packs

d. Cash refund offers

e. Rebates

Q20. Which sales management tool shows a salesperson which customers and prospects to see during the next 12 months and in which months, as well as which activities to carry out?

a. positive incentives plan

b. sales force automation system

c. annual call plan

d. sales quota plan

e. time-and-duty analysis

Q21. In 2005, the ________ established a free trade zone between the United States and Costa Rica, the Dominican Republic, El Salvador, Guatemala, Honduras, and Nicaragua.

a. NAFTA

b. CAFTA-DR

c. FTAA

d. EU

e. CAN

Q22. In January 1994, ________ established a free trade zone among the United States, Canada, and Mexico.

a. WTO

b. EU

c. GATT

d. CAFTA-DR

e. NAFTA

Q23. World product groups, geographical organizations, and international subsidiaries are all options for organizing a(n)________.

a. indirect exporting venture

b. standardized global marketing strategy

c. joint ownership

d. international division

e. export department

Q24. As global trade is growing, global competition is ________.

a. leveling off

b. declining

c. intensifying

d. erratic

e. contracting

Q25. Which of the following represents the biggest involvement a company can take in a foreign market?

a. joint venture

b. exporting

c. joint ownership

d. management contracting

e. direct investment

Q26. Very few market opportunities are available in a(n) ________ economy.

a. subsistence

b. raw material exporting

c. emerging

d. industrializing

e. industrial

Q27. ________ industries are safe from foreign competition.

a. Most

b. Major

c. European Union

d. Few

e. NAFTA

Q28. ________ is a group of nations organized to work toward common goals in the regulation of international trade.

a. A joint venture

b. A global firm

c. A multinational enterprise

d. An economic community

e. A standardized marketing mix

Q29. In international trade, it is ideal if the buyer can pay in ________.

a. the seller's currency

b. the buyer's currency

c. the euro

d. countertrade

e. barter

Q30. ________ means adjusting the marketing strategy and mix elements to each international target market.

a. Whole channel view

b. Communication adaptation

c. Standardized global marketing

d. Global market mixing

e. Adapted global marketing

Q31. Jacob Engineering Group views and organizes its marketing activities from the viewpoint of its buyers. Management works hard to sense, serve, and satisfy the needs of its well-defined group of buyers. What does Jacob Engineering Group practice?

a. sense-of-mission marketing

b. consumer-oriented marketing

c. societal marketing

d. customer-value marketing

e. innovative marketing

Q32. The ________ in the United States came about because of concern for acid rain, toxic wastes, litter, and the damage caused by strip mining and forest depletion.

a. first wave of modern environmentalism

b. first wave of enlightened marketing

c. second wave of consumerism

d. current wave of environmentalism

e. second wave of modern environmentalism

Q33. When major chain retailers avoid placing stores in disadvantaged neighborhoods, they are likely to be accused of the discriminatory practice of ________.

a. embargo

b. scrambling merchandise

c. licensing

d. puffery

e. redlining

Q34. When Hancock & Dunberry developed and introduced new simplified wills for the elderly and less educated markets, less expensive home visits, and a free statewide legal referral service, the law firm began practicing ________ marketing.

a. societal

b. sense-of-mission

c. customer-value

d. consumer-oriented

e. innovative

Q35. In which of the following scenarios would high-pressure selling tactics typically be most advantageous for marketers?

a. selling situations with dissatisfied customers

b. selling situations with long-time customers

c. selling situations with a company's most highly valued customers

d. one-time selling situations

e. selling situations with new customers with a high likelihood of becoming repeat customers

Q36. The ________ specifically focuses on future company needs rather than both future company and future customer needs.

a. sustainable marketing concept

b. strategic planning concept

c. consumer business concept

d. societal marketing concept

e. marketing concept

Q37. As international trade barriers come down and global markets expand, environmental issues are having ________ impact on international trade.

a. more impact on cultural differences and less

b. a neutral

c. a slowly declining

d. a greater

e. a smaller

Q38. ________ is an organized movement of citizens and government agencies to improve the rights and power of buyers in relation to sellers.

a. The Bill of Rights

b. Environmentalism

c. Consumerism

d. The Human Relations Movement

e. Grassroots politics

Q39. Baker Enterprises produces several new products that have low appeal but may benefit consumers in the long run. What is the most accurate classification of these products?

a. unpleasing

b. salutary

c. deficient

d. pleasing

e. desirable

Q40. Advertising "puffery" is a term for ________.

a. innocent exaggeration for effect

b. emotional appeals to consumers

c. subliminal appeals to consumers

d. value-added promotions

e. a straightforward promotional message