Retail Management Test Preparation
Course Introduction
Retail Management explores the principles, strategies, and operations that drive successful retail businesses. This course examines topics such as store layout, merchandising, supply chain management, customer behavior, pricing strategies, inventory control, and the impact of technology in retail. Students learn how to analyze market trends, manage retail personnel, develop promotional campaigns, and enhance customer experiences. Emphasis is placed on practical problem-solving and decision-making skills in the context of both traditional and digital retail environments.
Recommended Textbook
Dalrymples Sales Management Concepts and Cases 10th Edition by William L. Cron
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16 Chapters
1140 Verified Questions
1140 Flashcards
Source URL: https://quizplus.com/study-set/1355
Page 2
Chapter 1: Introduction to Selling and Sales Management
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27064
Sample Questions
Q1) Although many sales managers may reach their positions in a firm because of their sales ability, continued success often depends on their administrative talents.
A)True
B)False
Answer: True
Q2) One reason U.S. companies are looking globally for incremental sales growth opportunities is that over two-thirds of the world's purchasing power is outside of the U.S.
A)True
B)False
Answer: True
Q3) People in the sales department will generally start in the following position:
A) a sales management trainee.
B) customer service representative.
C) a field sales representative.
D) research assistants.
E) an assistant product manager.
Answer: C
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Chapter 2: Strategy and Sales Program Planning
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62 Verified Questions
62 Flashcards
Source URL: https://quizplus.com/quiz/27065
Sample Questions
Q1) ____________Is the way an organization attempts to achieve its overall performance objectives.
A) strategy
B) positioning
C) business mission
D) target marketing
E) none of the above
Answer: A
Q2) The first step in developing a go-to-market strategy is to segment the market.
A)True
B)False
Answer: True
Q3) The three C's of an organization's business, often used to describe the basic character of an organization, are:
A) customers, competitors, cost.
B) customers, competitors, company.
C) customers, cost, company.
D) customers, compensation, company.
E) none of the above.
Answer: B
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Chapter 3: Sales Opportunity Management
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65 Verified Questions
65 Flashcards
Source URL: https://quizplus.com/quiz/27066
Sample Questions
Q1) According to recent surveys, the average salesperson spends approximately what amount of time waiting and traveling?
A) 10%
B) 20%
C) 30%
D) 50%
Answer: C
Q2) Research has shown that the number of calls required to close a sale is about the same regardless of the type of product or service being sold.
A)True
B)False Answer: False
Q3) Customer Lifetime Value (CLV) is not a forward looking determining market performance.
A)True
B)False Answer: True
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Page 5
Chapter 4: Account Relationship Management
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63 Verified Questions
63 Flashcards
Source URL: https://quizplus.com/quiz/27067
Sample Questions
Q1) Technical buyers are most likely to be concerned with which of the following issues?
A) the organizational impact of the purchase
B) the dollar amount of the purchase
C) screening out suppliers, not meeting specifications
D) the operational advantages of the purchase.
E) none of the above
Q2) It is possible for one person in an organization to occupy the role of both a technical and an economic buyer.
A)True
B)False
Q3) Which of the following stages of the buyer-seller relationship focuses on a trial relationship?
A) awareness
B) commitment
C) expansion
D) all of the above
E) none of the above
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Chapter 5: Customer Interaction Management
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68 Verified Questions
68 Flashcards
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Sample Questions
Q1) What is the major reason salespeople are so hesitant to close a sale?
A) loss of friendship
B) fear of success
C) fear of rejection
D) too much follow-up work
E) fear of upsetting the buyer
Q2) When a sales force gives the same basic sales presentation to every prospect, this is probably an example of a ___________ selling model.
A) needs-discovery
B) needs-satisfaction
C) standardized
D) stimulous-response
E) problem-solution
Q3) Most buyers volunteer to buy without the salesperson needing to explicitly ask for the order.
A)True
B)False
Q4) Successful salespeople expect to close a sales call only once.
A)True
B)False
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Chapter 6: Sales Force Organization
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/27069
Sample Questions
Q1) The same company will not use both a company sales force as well as sales agents.
A)True
B)False
Q2) Strategic accounts are often large chain retailers or original equipment manufacturers that buy in large volumes.
A)True
B)False
Q3) The need to customize solutions to individual customers has led some manufacturers to using selling partners who can provide technical and operating support.
A)True
B)False
Q4) Reason(s) for the growing popularity of telemarketing include:
A) telemarketing sales calls can be very cost effective.
B) ease in retraining a telemarketing sales force.
C) telemarketers are easy to motivate.
D) only a and c of the above.
E) all of the above.
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Chapter 7: Recruiting and Selecting Personnel
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87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/27070
Sample Questions
Q1) A convenient and quick way for recruiters to gather previous employment data in a standardized format is:
A) an interview of the recruits' references.
B) an application blank.
C) during the interview.
D) all of the above.
Q2) According to surveys, it is likely that over half of applicants for will have fabricated something about their educational backgrounds.
A)True
B)False
Q3) Most companies tend to over invest in recruiting because costs associated with sales recruiting are difficult to quantify.
A)True
B)False
Q4) Current employees in other functional areas of the company often make good candidates for sales jobs.
A)True
B)False
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Chapter 8: Training
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72 Verified Questions
72 Flashcards
Source URL: https://quizplus.com/quiz/27071
Sample Questions
Q1) The low success rate of training programs reinforces the old concept that good salespeople are born, not made.
A)True
B)False
Q2) As an outside sales training specialist, it is in your best interest to show a strong relationship between your program and subsequent performance. Which of the following factors would you suggest your clients measure to see if their investments have "paid off"?
A) salesperson morale
B) improved customer relations
C) salesperson turnover rates
D) all of the above
E) both b and c of the above
Q3) The ultimate objective of any training program is to increase the sales and/or profits of the firm.
A)True
B)False
Q4) Time management is not a critical factor in managing the sales force.
A)True
B)False
Page 10
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Chapter 9: Leadership
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91 Verified Questions
91 Flashcards
Source URL: https://quizplus.com/quiz/27072
Sample Questions
Q1) Any of the five power bases can lead to desired behavior by subordinates, but salespeople are generally more satisfied with a leader when he or she uses which types of power?
A) legitimate and coercive
B) expert and referent
C) expert and competent
D) competent and coercive
E) reward and coercive
Q2) Using a suggested closing technique because your sales manager was the top salesperson in the company, is an example of which kind of power?
A) legitimate
B) reward
C) referent
D) expertise
E) coercive
Q3) Prior to a sales call, coaching should include a sales manager suggesting ways to close the sale.
A)True
B)False
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Page 11
Chapter 10: Ethical Leadership
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77 Verified Questions
77 Flashcards
Source URL: https://quizplus.com/quiz/27073
Sample Questions
Q1) Which of the following is usually the hardest to perform?
A) circulating an ethics policy statement to all levels of management
B) blowing the whistle on an unethical situation
C) setting realistic sales quotas
D) getting general verbal support from top management for a firing of an executive
E) none of the above
Q2) The statement that "Any person who decides in every situation to act as a good man is bound to be destroyed in the company of so many men who are not good" was made by:
A) Plato.
B) Machiavelli.
C) Charles Darwin.
D) the conventional moralists.
E) none of the above.
Q3) In cases of bribery and extortion it is often easy to distinguish right from wrong.
A)True
B)False
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Page 12
Chapter 11: Motivating Salespeople
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88 Verified Questions
88 Flashcards
Source URL: https://quizplus.com/quiz/27074
Sample Questions
Q1) For the majority of sales representatives to commit to achieving the level of performance required by a sales contest, the sales manager must communicate that the contest goals are:
A) focused on meeting the needs of the customer.
B) complex but financially rewarding.
C) reasonable and attainable by the average salesperson.
D) developed enhance closing customers quickly.
E) developed to make salespeople aware that selling requires effort.
Q2) Salespeople cannot be motivated only by their own internal drives and need help from others to perform well.
A)True
B)False
Q3) Quotas are always a good way to motivate sales teams to work together. A)True
B)False
Q4) According to equity theory, people will evaluate their treatment in comparison of that of "relevant others".
A)True B)False
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Chapter 12: Compensating Salespeople
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84 Verified Questions
84 Flashcards
Source URL: https://quizplus.com/quiz/27075
Sample Questions
Q1) Straight commission is a(an):
A) fixed cost.
B) variable cost.
C) semi-fixed cost.
D) intermediate cost.
E) material cost.
Q2) The major drawback to salary plus commission plans is that they are more expensive and more costly to administer.
A)True
B)False
Q3) In an unlimited expense account plan, a salesperson can make money for himself by cutting back on travel.
A)True
B)False
Q4) Typical benefits include hospitalization, insurance, and pension plans.
A)True
B)False
Q5) Salary compensation plans tend to overpay the least productive salespeople. A)True
B)False
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Chapter 13: Evaluating Sales Force Performance
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95 Verified Questions
95 Flashcards
Source URL: https://quizplus.com/quiz/27076
Sample Questions
Q1) You are the sales manager of a large company that produces and distributes fresh baked bread to grocery stores. You have a sales staff of 83 field reps. Which of the following methods would be best suited to maximize your information gathering process?
A) review of the expense accounts (gasoline receipts and so forth) submitted by your field reps.
B) initiate a system of daily call reports.
C) use the bakery department records to monitor the sampling activities of the sales force.
D) periodically travel with the field reps.
E) capital market structure.
Q2) Which of the following statements is/are true regarding behavioral observation scales?
A) inputs for the program are given exclusively by the salesperson.
B) it is a very time consuming process when compared to MBO systems.
C) it focuses on identifying a list of critical incidents that lead to job success.
D) two of the above, and they are a and c.
E) two of the above, and they are b and c.
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Chapter 14: Estimating Potentials and Forecasting Sales
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85 Verified Questions
85 Flashcards
Source URL: https://quizplus.com/quiz/27077
Sample Questions
Q1) "MAPE" stands for Mean Absolute Percentage Exponentiation.
A)True
B)False
Q2) Which of the following forecasting methods tends to lag behind actual sales when there is a strong trend?
A) naïve forecast
B) unit rate of change
C) moving average
D) both a and b are correct
E) both a and c are correct
Q3) The city of Sacramento has 0.165% of U.S. income, 0.166% of retail sales, and 0.142% of the U.S. population. Sacramento's buying power index is:
A) 0.825
B) 0.498
C) 0.284
D) 0.161
E) none of the above
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Chapter 15: Territory Design
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47 Verified Questions
47 Flashcards
Source URL: https://quizplus.com/quiz/27078
Sample Questions
Q1) Rivers, lakes and mountains must sometimes be considered when designing sales territories.
A)True
B)False
Q2) The most common quantitative factor(s) used to design sales territories is/are:
A) some measure of potential.
B) number of present customers.
C) hotel and travel expenses.
D) a and b of the above.
E) all of the above.
Q3) The "equal opportunity" principle in designing sales territories is that:
A) territories should be assigned regardless of race, religion, age, or sex.
B) creating territories of equal sales potential.
C) having equal compensation among salespeople.
D) a and b only.
E) all of the above.
Q4) It is important to get salesperson input before beginning a major sales territory realignment.
A)True
B)False
Page 17
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Chapter 16: Sales Force Investment and Budgeting
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40 Verified Questions
40 Flashcards
Source URL: https://quizplus.com/quiz/27079
Sample Questions
Q1) Sales carryover occurs when a company continues to receive customer orders in a vacant territory with no salesperson.
A)True
B)False
Q2) A company is usually well advised to put significant sales force effort behind its new products, even if that means not having enough support for current products.
A)True
B)False
Q3) Which of the following issues often make getting the sales force size right a difficult task:
A) sales are not solely a function of current selling effort.
B) sales force frustration with a changing customer base.
C) customer frustration with seeing new salespeople.
D) poor or biased sales forecasts.
E) all of the above make the task difficult.
Q4) A sales budget consists of a set of planned expenses and is usually prepared annually.
A)True B)False
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