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multiple choice
course book being used
Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008).
Management of a sales force, (12th ed.) New York: McGraw-Hill/Irwin. Chapter 16 and 17
1. In performance evaluation, Behaviorally Anchored Rating Scales (BARS) are used primarily as an aid when:
Answer
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evaluating the reps on subjective, qualitative bases. |
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developing merit-rating forms. |
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preparing a job description for evaluation purposes. |
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conducting sales-volume and marketing cost analysis. |
Question 2
1.
Regarding a company’s ethical reputation:
Answer
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customers are often unaware of vendors’ ethical reputation. |
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customers don’t care as long as the unethical behavior doesn’t involve their own company. |
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it has become a factor in a customer’s choice of vendors. |
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a company does not have an ethical reputation. |
Question 3
1.
An accurate generalization about evaluating sales force performance is that:
Answer
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management should use as many bases as possible when appraising performance. |
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qualitative bases for evaluation should not be used because they involve subjective judgment and personal biases. |
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in the evaluation process, salespeople should not be allowed to rate themselves. |
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the most useful bases for evaluating all salespeople are gross margin and net profit. |
Question 4
1.
Establishing an ethical climate:
Answer
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is not something on which managers can have much impact. |
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is done by just making it clear what the company considers ethical or unethical. |
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is done by enacting policies that discourage, monitor and correct unethical behavior. |
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does not discourage an individual from being unethical. |
Question 5
1.
Telemarketing may have many serious ethical problems because:
Answer
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the buyer cannot easily say “No”. |
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the face-to-face confrontation between buyer and seller breeds much mischief. |
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the sales representatives sell to customers that they never see or know. |
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buyers do not trust telemarketing sales representatives. |
Question 6
1.
The terms la mordida in Latin America, la bustarella in Italy, and baksheesh in the Middle East all refer to:
Answer
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customer entertainment. |
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using local middlemen to reach a market. |
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the word “sale” in the local language. |
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bribery. |
Question 7
1.
Among the following factors, the most difficult to quantify (measure objectively) in a performance evaluation is the sales representative’s:
Answer
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ability to collect past due accounts. |
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ability to “close” a sale. |
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cooperativeness and resourcefulness. |
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ability to get good shelf space (when selling to supermarkets). |
Question 8
1.
State laws (and FTC regulations) of the “cooling off” type have the greatest effect on:
Answer
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misleading advertising. |
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deceptive packaging and labeling. |
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price discrimination. |
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door-to-door selling. |
Question 9
1.
A quantitative factor which is useful for measuring output (results) in a sales representative’s performance is_________________.
Answer
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direct selling expense |
| gross margin |
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days worked |
|
advertising displays set up |
Question 10
1.
A sales representative worked 25 days last month, made 150 calls, and wrote 60 orders for a total sales volume of $200,000. Which of the following is nearest to his batting average?
Answer
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0.200 |
|
0.333 |
|
0.400 |
|
0.600 |
