QUESTION 1

1. Planning and performance evaluation are particularly interdependent in the management process -- either of these activities is not worth much without the other.

   True

   False

QUESTION 2

1. To be effective, evaluation should both follow and precede planning. That is, evaluation follows the planning for the current period and precedes and influences the planning for the next period.

   True

   False

QUESTION 3

1. A marketing audit is a detailed analysis of current marketing situations and organization; this audit does not deal with future situations.

   True

   False

QUESTION 4

1. During the 90s, salespeople became less effective at retaining existing customers.

   True

   False

QUESTION 5

1. Performance evaluation will become more important in the 2000s because of the emphasis on relationship selling.

   True

   False

QUESTION 6

1. The usual procedure in marketing cost analysis is to group the marketing expenses into activity classifications and then allocate these activity expenses to the accounting-ledger accounts.

   True

   False

QUESTION 7

1. The task of allocating ledger expenses among the activity groups is relatively easy, because the ledger expenses all are direct expenses.

   True

   False

QUESTION 8

1. The term "overhead costs" usually is synonymous with the concept of direct (separable) expenses.

   True

   False

QUESTION 9

1. The majority of expenses are direct costs, and are easy to allocate.

   True

   False

QUESTION 10

1. A given cost, such as sales force salaries, which is a direct expense when making a territorial cost analysis, may be an indirect expense in a product cost analysis.

   True

   False

QUESTION 11

1. The company's code of ethics should be in writing.

   True

   False

QUESTION 12

1. A sales rep posed with an ethically troublesome sale should inform management about it.

   True

   False

QUESTION 13

1. Unrealistic sales goals cause much unethical sales behavior.

   True

   False

QUESTION 14

1. It is usually ethical for salespeople to give gifts to customers.

   True

   False

QUESTION 15

1. It is ethical to spend more than $25 entertaining any one customer at a time.

   True

   False