1. A _________ is any group within or outside the organization that has a stake in the organizations performance. | a. stakeholder | | b. socially responsible department | | c. nonprofit organization | | d. professional association | |
2. This includes generous philanthropic contributions that offer no monetary return is indicative of which type of company responsibility: | a. Legal | | b. Economic | | c. Discretionary | | d. Ethical | |
3. An individual for whom it is very important to receive the approval of others is an example of which level of moral development? | a. Pre-conventional | | b. Conventional | | c. Principled | |
4. The following statement: It is important that employers maintain accurate records of these events for employees and to inform employees about where they stand applies to which ethical consideration sales managers face? | a. Honesty | | b. Employee rights | | c. Sales pressure | | d. Territory | |
| 5. When a customer relies on a salespersons statements, purchases the product or service, and then finds that it fails to perform as promised, this is an example of misrepresentation and breach of warranty, and a company can be sued. |
6. ____________ are designed to affect corporate culture, define fundamental values, and contain general language about company responsibility, quality of products, and treatment of employees. | a. Sales restrictions | | b. Whistle-blowing procedures | | c. Policy-based statements | | d. Principle-based statements | |
| 7. Salespeople do not really need to know the background and current operating policies of their companies, only the companys marketing and sales strategy. |
8. The following statement: is an effective method of exposing these users to a product or it reminds them that the product is available to meet a specific need is indicative of which of the six basic types of advertising programs that a company can use? | a. National | | b. Industrial | | c. Cooperative | | d. Direct mail | |
9. The following statement: may include photographs, banners, drawings, coupons, floor stands is indicative of which sales promotion items | a. Premium | | b. Shelf positioning | | c. POP displays | | d. None of the Above | |
10. The following statement: Regardless of whether you are promoting a new product or raising awareness, it's important that all ads across all media work together towards a common goal by using similar messaging applies to which element of the promotional marketing mix? | a. Segmentation | | b. Targeting | | c. Positioning | | d. Messaging | |
| 11. Offers faster speed and improved accuracy in finishing and sending reports and orders to the company is an advantage of using computers for sales and marketing purposes. |
12. The following statement related to sales force automation: Automated systems shorten the sales-and-delivery cycle relates to which of the three broad areas of functionality? | a. a. Personal productivity | | b. b. Communications | | c. c. Order processing and customer service | |
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