Reference no: EM13604233

Answer the following 10 Questions below, please use my course textbook ONLY. <br/> <br/>Course Textbook <br/> <br/>Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin. <br/> <br/>Question 1 <br/>Misdirected marketing effort occurs in many firms because: <br/> <br/>a)sales budgets are not prepared. <br/> <br/>b)management is profit-conscious, rather than being volume-conscious. <br/> <br/>c)management often lacks reliable standards for determining what should be spent on various marketing activities. <br/> <br/>d)marketing and accounting executives do not sufficiently align their efforts. <br/> <br/>Question 2 <br/>Generally speaking, accounting records are ____________; whereas a marketing cost analysis is ____________. <br/> <br/>a)for accountants; for salespeople <br/> <br/>b)highly accurate; a guesstimate <br/> <br/>c)to keep track of past financial information; for the purpose of future planning <br/> <br/>d)complex; simple <br/> <br/>Question 3 <br/>In our company the figure for total sales is quite satisfactory, but it does not show that sales are declining in a certain product line or territory. This situation: <br/> <br/>a)is an example of the 80-20 principle. <br/> <br/>b)indicates a well-managed company. <br/> <br/>c)tells us that we did a poor job of sales forecasting. <br/> <br/>d)illustrates the need for detailed sales information. <br/> <br/>Question 4 <br/>A marketing audit is: <br/> <br/>a)a concept that includes in its scope a company''s financial audit. <br/> <br/>b)a systematic, comprehensive review of the marketing function in an organization. <br/> <br/>c)the main activity in sales force planning. <br/> <br/>d)a wrap-up of this period''s operations, but does not affect next period''s work. <br/> <br/>Question 5 <br/>In a marketing cost analysis, ledger expenses: <br/> <br/>a)are expense categories taken from the company''s regular accounting system. <br/> <br/>b)are deducted from gross margins to get contributed margins. <br/> <br/>c)are derived by allocating activity costs to the various ledger categories. <br/> <br/>d)cannot be used in their present form. <br/> <br/>Question 6 <br/>ABC Company''s total sales volume is $10 million, with a cost of goods sold equal to 50% of sales, and total indirect expenses of $2 million. The Eastern territory has sales volume that equals $1 million and direct expenses of $200,000. In a full-cost, marketing cost analysis that uses the proportion of sales volume to allocate indirect expenses, the net profit of the Eastern territory is: <br/> <br/>a)zero (no profit). <br/> <br/>b)$100,000. <br/> <br/>c)$300,000. <br/> <br/>d)$500,000. <br/> <br/>Question 7 <br/>In the management process in a sales department: <br/> <br/>a)operational activities usually precede planning. <br/> <br/>b)planning tells us what really was done. <br/> <br/>c)planning and evaluation are interdependent activities. <br/> <br/>d)evaluation in this year''s cycle is not related to any activities in next year''s management process. <br/> <br/>Question 8 <br/>The "80-20" principle exists in many companies because: <br/> <br/>a)marketing efforts and costs follow the number of territories, products, and customers, rather than actual sales or profit from these units. <br/> <br/>b)management does not evaluate the marketing performance. <br/> <br/>c)all sales generate about the same rate of profit. <br/> <br/>d)most marketing executives are sales-oriented and not profit-oriented. <br/> <br/>Question 9 <br/>When a marketing cost analysis by territories shows that a given territory is unprofitable, which of the following courses of action should be adopted as a last resort? <br/> <br/>a)Adjust territorial boundaries <br/> <br/>b)Use telephone selling instead of personal calls by salespeople in that district <br/> <br/>c)Adjust the promotional program for that district <br/> <br/>d)Abandon the territory entirely <br/> <br/>Question 10 <br/>Which of the following is true about salespeople and SFA? <br/> <br/>a)Most SFA systems are so user-friendly that training for representatives is not necessary. <br/> <br/>b)SFA adds value to an organization only when representatives regularly enter data. <br/> <br/>c)Relative to management, salespeople tend to be more eager to adopt SFA. <br/> <br/>d)SFA provides helpful information to top management, but not to salespeople. <br/> <br/> <br/>