Which of the following statements is true with regard to the effectiveness of tactics

Answer the following questions and then press 'Submit' to get your score.

Question 1

Which of the following statements is TRUE? The role of a salesperson _______________________________.

a) is the same regardless of the company/products sold.

b) can generally be made redundant by a successful marketing strategy.

c) varies between organizations and sectors particularly in terms of the level of complexity involved.

d) involves only prospecting and selling.

Question 2

The length of the sales process:

a) is always constant.

b) depends mainly on the skill of the salesperson.

c) varies based on many factors including the complexity of the product and size of the opportunity.

d) should never be more than 3 months.

Question 3

The nature of personal selling and sales management is undergoing dramatic changes as organizations are increasingly looking to new ideas, sales channels and technologies to:

a) sell more products.

b) manage buyer-seller relationships.

c) restructure the sales functions in response to the changing business landscape.

d) all of the above.

Question 4

It is important for a marketing/sales manager to understand and account for the forces impacting personal selling and sales management. These forces can be categorized into:

a) behavioural, technological and managerial.

b) behavioural, technological and psychological.

c) behavioural, sociological and psychological.

d) behavioural, perceptual and psychological.

Question 5

The effectiveness of international sales management decisions has a direct impact on the success (and profitability) of an organization seeking to operate in foreign markets. In general, these decisions can be categorized into three areas:

a) sales force administration, behavioural factors and environmental factors.

b) sales force administration, industrial factors and environmental factors.

c) country factors, recruitment factors and cultural factors.

d) political factors, economic factors and cultural factors.

Question 6

There are generally four major cultural elements affecting sales force recruitment in a foreign market, which are:

a) education, ethnic composition, linguistic and social class.

b) education, experience, religious orientation and social class.

c) education, ethnic composition, religious orientation and social class.

d) education, ethnic composition, sexual orientation and gender.

Question 7

There are no simple guidelines that can be applied universally when it comes to matching salespersons' characteristics with the job specification. Which of the following best describes a good international sales force?

a) High awareness of sales objectives and ability to meet periodic sales targets.

b) High ability to hard sell any products or services.

c) Highly adaptable to new situations, sensitive to different cultures, and has the required language skills and ability to work in international teams.

d) Highly sensitive to the needs of sales department and motivated by financial incentives.

Question 8

The salesperson is the key person in establishing relationships with customers. A 'happy' salesperson will be motivated to build long term lasting relationships with customers. To achieve this, organizations should adopt a 'three E's' approach:

a) encouragement, Empowerment and Ethical sales practice.

b) encouragement, Enabling technologies and Ethical sales practice.

c) empathy with employees, Empowerment and Ethical sales practice.

d) empathy with employees, Enabling technologies and Ethical sales practices.

Question 9

Which of the following is NOT a factor affecting successful preparation for international sales negotiations?

a) Product knowledge and benefits

b) Knowledge of competitors' products and their benefits

c) Making judgment using own value system

d) Sales presentation planning

Question 10

Which of the following is an ethical consideration in global negotiations?

a) The 'atmosphere' of a relationship developed during the negotiation process and the perceived negotiation tactics.

b) Perceptions of ethicality in negotiation tactics employed by those parties involved in the negotiation.

c) Nationality, communication difficulties, language barriers, and culturally different negotiation styles.

d) All of the above.

Which of the following power tactics is more effective?

Which of the following influence tactics uses warnings and threats and is typically the least effective of all the influence tactics?

Which of the following power tactics is generally least effective?

Which of the following can be the only tactic effective across Organisational levels?