Chapter 1 1 Which of the following statements about sales programs and performance is true? (A) The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies (B) The sales program is the one part of the marketing strategy that seldom needs changing (C) Management should not engage in planning for organizations that operate in volatile environments because their plans would have to be revised or even scrapped frequently (D) Factors in the internal and external environment can have a strong influence on strategic plans, but not on strategic implementation (E) Changes in an organization's marketing strategy are unlikely to have any impact on its sales program Answer: (A) The sales manager must adapt his or her strategies to the existing environment rather than trying to make the environment fit the strategies 2 One of your customers suggests ""I'll buy from you if you buy from me."" This could be a violation of ______________ laws. (A) Packaging and labeling (B) Cooling-off (C) Tying agreement (D) Reciprocal dealing (E) Truth-in-lending Answer: (C) Tying agreement 3 Which of the following statements about the legal-political environment is true? (A) The two broad categories of laws that are particularly relevant to salespeople are Federal Trade Commission regulations and state cooling-off laws (B) Antitrust laws have no impact on sales activities (C) The number of laws regulating personal selling and all other aspects of conducting business have decreased dramatically over the last three decades (D) A salesperson's claim that the refrigeration unit he was selling would keep food cold even if the electric power was off for six days could have legal consequences, but not ethical, because the salesperson was simply trying to make a sales when he made that statement (E) Many salespeople are unaware that they assume legal obligations every time they approach a customer Answer: (E) Many salespeople are unaware that they assume legal obligations every time they approach a customer 4 Mike, a sales rep for a major com