Sales Management
Mock Exam
Course Introduction
Sales Management explores the principles, techniques, and strategies essential for leading effective sales teams and achieving organizational sales objectives. The course covers topics such as sales force recruitment, selection, training, motivation, and performance evaluation. Students learn about forecasting sales, territory design, compensation methods, and the use of technology in sales operations. Emphasis is placed on relationship building, ethical selling practices, and adapting to changing market conditions. Case studies and real-world examples provide practical insights into the challenges and best practices of managing a modern sales organization.
Recommended Textbook
Essentials of Marketing Research 1st Edition by William G. Zikmund
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Page 2
Chapter 1: The Role of Marketing Research
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Q1) Marketing research is restricted to the promotion aspect of the marketing mix.
A)True
B)False
Answer: False
Q2) When Target stores monitors the sales activities of its retail stores in order to detect any indication of dollar sales changes,this is an example of which type of research?
A) relationship marketing research
B) total quality management research
C) basic research
D) performance-monitoring research
Answer: D
Q3) Distribution research focuses on the network of interdependent institutions that perform the logistics necessary for consumption to occur.
A)True
B)False
Answer: True
Q4) The term _____ is sometimes used to refer to a channel of distribution.
Answer: supply chain
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Chapter 2: Data Mining Procedures and Knowledge Systems
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Q1) Amie has an app on her iPhone that allows her to check in with her friends when she goes out.Her friends see this information on her Facebook page and on their phones.This type of technology is a(n)_____.
A) interpersonal technology
B) RFID
C) near field communication (NFC) technology
D) geolocation technology
Answer: D
Q2) _____ information is a term that captures structured data openly shared between companies.
Answer: Open source
Q3) Which of the following is a process that allows important day-to-day operational data to be stored and organized for simplified access?
A) global information system
B) data warehousing
C) proprietary marketing research
D) keyword search
Answer: B
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Chapter 3: The Marketing Research Process
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Q1) Pilot studies are a formal research method that produce precise results.
A)True
B)False
Answer: False
Q2) Which type of research allows decision makers to make causal inferences?
A) exploratory research
B) descriptive research
C) causal research
D) all of these choices
Answer: C
Q3) _____ research aims to clarify ambiguous situations or discover ideas that may amount to true business opportunities.
A) Exploratory
B) Preliminary
C) Clarifying
D) Descriptive
Answer: A
Q4) _____ association means any covariation between a cause and an effect is true and not simply due to some other variable.
Answer: Nonspurious
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Chapter 4: The Human Side of Marketing Research:
Organizational and Ethical
Issues
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Q1) Society at large is one of the stakeholders involved in research.
A)True
B)False
Q2) When J.D.Power and Associates sell the results of its research studies on new-car satisfaction to automobile producers,J.D.Power is acting as a _____,
A) research intermediary
B) syndicated service
C) research medium
D) custom research supplier
Q3) All of the following are advantages of in-house research EXCEPT _____.
A) quick turn-around
B) better collaboration with employees
C) more objectivity
D) cheaper costs
Q4) Raising Canes is a restaurant located primarily in the south and the owner is interested in expanding nationwide.Name and describe the various types of research suppliers and discuss which type could meet his need for finding the best locations in new markets.
Q5) Discuss the rights and obligations of the researcher.
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Chapter 5: Qualitative Research
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Q1) Compare and contrast qualitative research and quantitative research and discuss situations in which qualitative research is useful.
Q2) Do exploratory research approaches using qualitative research tools have a role in scientific inquiry? Explain why a decision may be based solely on these results.
Q3) The thematic apperception test (TAT)presents subjects with an ambiguous picture in which consumers and products are the center of attention.
A)True
B)False
Q4) An in-depth study of a major competitor in order to determine how to improve your organization's product line offerings is an example of a(n)_____.
Q5) The sentence completion method is a type of free-association technique. A)True
B)False
Q6) When an interviewer reads a list of words and asks the respondent to "say the first thing that comes to mind after I say each word," this is an example of a(n)_____ technique.
Q7) The person who leads a focus group discussion is called a(n)______.
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Chapter 6: Secondary Data Research in a Digital Age
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Q1) The mathematical result of describing the relationship between retail demand and supply for a specific geographic area for a specific product is known as the index of retail ______ .
Q2) Secondary data can be bought and sold like other products.
A)True
B)False
Q3) Pottery Barn is a retail chain of home products.Before entering a new geographic area,the company develops an index consisting of a ratio of local market potential in dollars (demand)to local market retailing space in square feet.If this ratio is below a predetermined level,the site is not considered further.However,if this ratio is greater than that level,further site-selection analyses are performed.This index is called _____.
A) index of retailers
B) index of retail utilization
C) index of retail sales
D) index of retail saturation
Q4) Techniques that use secondary data to select the best location for a retail or wholesale operation are called _____ techniques.
Q5) Diverse types of data offered by a single company are known as ______ data.
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Chapter 7: Survey Research
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Q1) An attempt to re-contact a potential respondent in a phone survey when no one answered the phone on a previous attempt is called a(n)______.
Q2) Which of the following occurs when respondents tend to answer questions with a certain slant?
A) interviewer bias
B) self-selection bias
C) self-preservation bias
D) response bias
Q3) Respondents are typically less willing to answer potentially embarrassing questions in a phone interview than in a face-to-face interview.
A)True
B)False
Q4) The person who answers questions in a mail survey is called a(n)______.
Q5) Carly was not at home when a researcher called to conduct a survey.Carly is called a(n)______.
Q6) Name and describe the types of response bias and give an example of each.
Q7) An advantage of personal interviews is the opportunity for feedback.
A)True
B)False
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Chapter 8: Observation
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Q1) When an observer observes a subject in a natural setting,this is an example of ______ observation.
Q2) When a researcher counts the percentage of African Americans who have appeared on the cover of Newsweek during the past decade,this is an example of what type of observation?
A) contrived analysis
B) ethnic analysis
C) indirect analysis
D) content analysis
Q3) All of the following cannot be observed EXCEPT _____.
A) intentions
B) attitudes
C) expressive behavior
D) feelings
Q4) All of the following are examples of nonverbal behavior EXCEPT _____.
A) smiling
B) nodding
C) raised eyebrows
D) talking
Q5) Objects that consumers throw away in the trash are examples of ______.
Page 10
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Chapter 9: Conducting Marketing Experiments
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Q1) "Does package size affect consumption rates in snack products?" is a typical question in what type of research design?
A) descriptive research
B) time-series research
C) experimental research
D) phone surveys
Q2) Systematic error can occur in experiments.
A)True
B)False
Q3) A marketing researcher is manipulating exposing subjects to one of two price levels--$1.99 or $2.49--for a tube of chapstick and measures behavioral intentions.The two price levels are known as experimental_____ in the study.
A) confounds
B) conditions
C) cells
D) covariates
Q4) If there are two levels of both treatment variables in an experiment,then there will be _____ cells in the experiment.
Q5) In an experiment,the treatment is administered to the ______ group.
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Chapter 10: Measurement and Attitude Scaling
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Q1) Researchers who accept the notion of forced-choice scales essentially argue that the respondents really do have an attitude toward the items that they are asked about.
A)True
B)False
Q2) What type of measurement is the following?
I would like to know your overall opinion of two brands of athletic shoes. They are Nike and New Balance. Overall,which of these two brands -- Nike or New Balance-- do you think is the better one? Or are both the same?
____ Nike is better
____ New Balance is better
____ They are about the same
A) semantic differential
B) Thurstone
C) paired comparison
D) constant-sum
Q3) Explain what reliability is and discuss how it is assessed.
Q4) The process involving identifying scales that correspond to properties of a concept is called _____.
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Page 12
Chapter 11: Questionnaire Design
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Questions
Q1) Survey technology can force respondents to answer questions by not allowing them to continue through the survey until they provide an answer.
A)True
B)False
Q2) Which of the following refers to the extent that all information collected in a questionnaire addresses a research question that will help the decision maker address the current marketing problem?
A) relevant
B) accuracy
C) frequency
D) counterbalanced
Q3) A questionnaire is accurate to the extent that no unnecessary information is collected in order to solve the marketing problem under study.
A)True
B)False
Q4) A question that is written in such a way that it arouses strong emotion in the respondent is called a(n)_____ question.
Q5) Discuss the features of self-administered Internet surveys.
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Chapter 12: Sampling Designs and Sampling Procedures
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Q1) If a national political pollster selects ten states randomly,then randomly selects five counties within each state,then randomly selects five voting precincts within these counties,then randomly selects five blocks within these precincts,then randomly selects five households for door-to-door interviews about their voting intentions in the next Presidential election,this is an example of what type of sampling procedure?
A) simple random sample
B) multistage area sample
C) systematic sample
D) nonprobability sample
Q2) Explain reasons for taking a sample rather than a complete census.
Q3) In stratified sampling a subsample is drawn using judgment sampling within each stratum.
A)True
B)False
Q4) As sample size decreases,random sampling error decreases.
A)True
B)False
Q5) A unit that is selected in the first of several stages of sampling is called the ______.
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Chapter 13: Reviewing Statistical Theory and Determining
Sample Size
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Q1) Traditionally,market researchers have used the ______ percent confidence level in research studies.
Q2) Which of the following represents the standard deviation of the sampling distribution?
A) range
B) standard median
C) dispersion
D) standard error of the mean
Q3) If 35 percent of TV viewers recalled seeing an ad for a Toyota Prius on a particular television program based on a sample of 800 viewers,the 95 percent confidence interval for this study would be between approximately _____.
A) 30 percent and 40 percent
B) 32 percent and 38 percent
C) 28 percent and 42 percent
D) 20 percent and 30 percent
Q4) An estimate of the population mean in the form of a single value is called a(n)_____.
Q5) A specified range of numbers within which a population mean is expected to lie is known as the ______ estimate.
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Chapter 14: Basic Data Analysis
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Q1) When a researcher combines the "Strongly Disagree" and "Disagree" responses on a Likert scale item to a single "Strongly Disagree/Disagree" percentage,this is an example of _____.
A) data indexing
B) collapsing the data
C) the outlier effect
D) a box and whisker plot
Q2) Which of the following is an alternative to dummy coding using the values of -1 and +1 to represent two categories of responses?
A) reverse coding
B) inverse coding
C) effects coding
D) verified coding
Q3) Data with which type of distribution are appropriate for division based on the median split?
A) normally distributed
B) unimodal distribution
C) bimodal distribution
D) uniform distribution
Q4) Explain what coding is and describe why and how dummy coding is done.
Page 16
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Chapter 15: Testing for Differences Between Groups and for Relationships Among
Variables
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Q1) In using the t-test to compare the means of two groups,the degrees of freedom are calculated as _____.
A) n - n - 2
B) n + n - 2
C) n x n -2
D) n / n - 2
Q2) SPSS and SAS are examples of _____.
Q3) In practice,computer software is used to compute the t-test results.
A)True
B)False
Q4) Discuss the factors that influence the statistical choice.If a researcher is examining factors that influence an automobile's gas mileage,which statistical tool (or tools)is appropriate?
Q5) Which of the following is the sum of differences between the group mean and the grand mean summed over all groups for a given set of observations?
A) between-groups variance
B) total error variance
C) F-statistic
D) x² value
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Chapter 16: Communicating Research Results
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Q1) In which type of chart do the slices represent a percentage of the whole?
A) bar chart
B) line chart
C) column chart
D) pie chart
Q2) The purpose of charts in a research report is to translate numbers into a visual form that displays the relationship between the numbers.
A)True
B)False
Q3) Just to be safe,the general rule is to include all the parts of a formal research report for all projects and leave it up to the client to decide which information is useful.
A)True
B)False
Q4) If a table is based on material from one or more secondary sources rather than on new data generated by the project,this should be acknowledged in the table's _____.
Q5) The most common independent variable for line charts is time.
A)True
B)False
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