Multiple choice questions:
1. In performance evaluation, Behaviorally Anchored Rating Scales (BARS) are used primarily as an aid when:
evaluating the reps on subjective, qualitative bases.
developing merit-rating forms.
preparing a job description foevaluation purposes.
conducting sales-volume and marketing cost analysis.
Question 2
Regarding a company's ethical reputation:
customers are often unaware of vendors' ethical reputation.
customers don't care as long as the unethical behaviodoesn't involve theiown company.
it has become a factoin a customer's choice of vendors.
a company does not have an ethical reputation.
Question 3
An accurate generalization about evaluating sales force performance is that:
management should use as many bases as possible when appraising performance.
qualitative bases foevaluation should not be used because they involve subjective judgment and personal biases.
in the evaluation process, salespeople should not be allowed to rate themselves.
the most useful bases foevaluating all salespeople are gross margin and net profit.
Question 4
Establishing an ethical climate:
is not something on which managers can have much impact.
is done by just making it cleawhat the company considers ethical ounethical.
is done by enacting policies that discourage, monitoand correct unethical behavior.
does not discourage an individual from being unethical.
Question 5
Telemarketing may have many serious ethical problems because:
the buyecannot easily say "No".
the face-to-face confrontation between buyeand sellebreeds much mischief.
the sales representatives sell to customers that they nevesee oknow.
buyers do not trust telemarketing sales representatives.
Question 6
The terms la mordida in Latin America, la bustarella in Italy, and baksheesh in the Middle East all refeto:
customeentertainment.
using local middlemen to reach a market.
the word "sale" in the local language.
bribery.
Question 7
Among the following factors, the most difficult to quantify (measure objectively) in a performance evaluation is the sales representative's:
ability to collect past due accounts.
ability to "close" a sale.
cooperativeness and resourcefulness.
ability to get good shelf space (when selling to supermarkets).
Question 8
State laws (and FTC regulations) of the "cooling off" type have the greatest effect on:
misleading advertising.
deceptive packaging and labeling.
price discrimination.
door-to-dooselling.
Question 9
A quantitative factowhich is useful fomeasuring output (results) in a sales representative's performance is_________________.
direct selling expense
gross margin
days worked
advertising displays set up
Question 10
A sales representative worked 25 days last month, made 150 calls, and wrote 60 orders foa total sales volume of $200,000. Which of the following is nearest to his batting average?
0.200
0.333
0.400
0.600