Question 1

What are some of the problems associated with team selling?

Accepted Answer

Coordination, motivation and compensation are the three areas of problems associated with team selling.

Question 2

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true?

Accepted Answer

A)  This form of specialization is a form of customer specialization 
B)  This form of specialization is typically referred to as a networked organization 
C)  This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy 
D)  This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson 
E)  This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals 
A)  This form of specialization is a form of customer specialization 
B)  This form of specialization is typically referred to as a networked organization 
C)  This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy 
D)  This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson 
E)  This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals D

Question 3

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

Accepted Answer

A)  Independent agents are especially good at cultivating and servicing new accounts 
B)  Customer loyalty to the independent agent can make it difficult to replace an agent with an internal sales force 
C)  When sales are below manufacturer's expectations, the manufacturer immediately knows that the blame lies with the independent agent 
D)  It is as easy to monitor an independent agent as it is to monitor an internal sales force 
E)  Independent agents are viewed as more effective over the long-run than internal sales forces 
A)  Independent agents are especially good at cultivating and servicing new accounts 
B)  Customer loyalty to the independent agent can make it difficult to replace an agent with an internal sales force 
C)  When sales are below manufacturer's expectations, the manufacturer immediately knows that the blame lies with the independent agent 
D)  It is as easy to monitor an independent agent as it is to monitor an internal sales force 
E)  Independent agents are viewed as more effective over the long-run than internal sales forces B

Question 4

Which of the following questions that must be answered as an organization determines its sales force organization?

Accepted Answer

A)  Who should be responsible for selling to senior management within the organization? 
B)  Should the company employ its own sales force or use manufacturers' representatives? 
C)  What is the appropriate span of control for each production manager? 
D)  How should the accounting department be integrated into sales? 
E)  Should senior salespeople only sell to seniors? 
A)  Who should be responsible for selling to senior management within the organization? 
B)  Should the company employ its own sales force or use manufacturers' representatives? 
C)  What is the appropriate span of control for each production manager? 
D)  How should the accounting department be integrated into sales? 
E)  Should senior salespeople only sell to seniors?

Question 5

Which of the following statements about the selling responsibilities of the sales manager is true?

Accepted Answer

A)  Sales managers often prefer to remain active in selling activities 
B)  Sales managers are usually not qualified to sell 
C)  Once a salesperson is promoted to management, he or she should not remain active in selling activities 
D)  It is more important for sales managers in larger firms to remain active in selling, than those in smaller firms 
E)  Most sales managers devote the largest percentage of their time to face-to-face selling 
A)  Sales managers often prefer to remain active in selling activities 
B)  Sales managers are usually not qualified to sell 
C)  Once a salesperson is promoted to management, he or she should not remain active in selling activities 
D)  It is more important for sales managers in larger firms to remain active in selling, than those in smaller firms 
E)  Most sales managers devote the largest percentage of their time to face-to-face selling

Question 6

What is the first key building block in starting a new sales force?

Accepted Answer

Start with a strateg

Question 7

The span of control should be smaller and the number of levels of management should be larger when:

Accepted Answer

A)  The salespeople in the company are well paid and professional 
B)  The salespeople in the company are new inexperienced recruits 
C)  The sales task is relatively simple 
D)  The profit impact for the performance of each individual salesperson is low 
E)  The sales job is defined as easy by the people hired to sell 
A)  The salespeople in the company are well paid and professional 
B)  The salespeople in the company are new inexperienced recruits 
C)  The sales task is relatively simple 
D)  The profit impact for the performance of each individual salesperson is low 
E)  The sales job is defined as easy by the people hired to sell

Question 8

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

Accepted Answer

A) True 
 B)False

Question 9

What is the primary advantage of organizing a sales force by product?

Accepted Answer

The salesperson can develop fa

Question 10

Lisa inherits a sales force that does what it wants. She wants to increase her control. How can she control her sales force?

Accepted Answer

A)  By establishing operating procedures and policies 
B)  By delegating more sales responsibilities to independent representatives 
C)  Through assertiveness training classes 
D)  Through understanding the needs of her sales force 
E)  All of the above 
A)  By establishing operating procedures and policies 
B)  By delegating more sales responsibilities to independent representatives 
C)  Through assertiveness training classes 
D)  Through understanding the needs of her sales force 
E)  All of the above

Question 11

In Valerie's company, she manages the sales force but hiring, training and company relations with distributors are managed by other company specialists. Valerie is in a:

Accepted Answer

A)  Organization by customer type 
B)  Line and staff organization 
C)  Organization by selling function 
D)  Geographic organization 
E)  Organization by product type 
A)  Organization by customer type 
B)  Line and staff organization 
C)  Organization by selling function 
D)  Geographic organization 
E)  Organization by product type

Question 12

Logistical alliances involve the development of computerized information and ordering systems.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements about decision making within the sales organization is true?

Accepted Answer

A)  The significance of the decision has no effect on the level at which the decision will be made 
B)  Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives 
C)  As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision 
D)  As a rule, field-line sales managers are responsible for seeing that sales tasks are completed, but have no decision-making authority 
E)  Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople 
A)  The significance of the decision has no effect on the level at which the decision will be made 
B)  Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives 
C)  As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision 
D)  As a rule, field-line sales managers are responsible for seeing that sales tasks are completed, but have no decision-making authority 
E)  Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople

Question 14

Which of the following is NOT one of the advantages of geographic sales organization?

Accepted Answer

A)  Lower cost 
B)  Fewer managerial levels 
C)  Reduced customer confusion 
D)  Specialization of labor 
E)  Greater customer responsibility 
A)  Lower cost 
B)  Fewer managerial levels 
C)  Reduced customer confusion 
D)  Specialization of labor 
E)  Greater customer responsibility

Question 15

Fiona is creating a new sales force. To develop an effective sales force she will:

Accepted Answer

A)  Start with an annual sales target 
B)  Avoid existing sales efforts 
C)  Allow new salespeople independence 
D)  Avoid compensation snafus 
E)  Develop her sales force secretly 
A)  Start with an annual sales target 
B)  Avoid existing sales efforts 
C)  Allow new salespeople independence 
D)  Avoid compensation snafus 
E)  Develop her sales force secretly

Question 16

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

Accepted Answer

A) True 
 B)False

Question 17

What coordination and integration issue needs to be addressed by sales managers regardless of the sales force structure?

Accepted Answer

A)  The activities of the sales force must be integrated with the needs and concerns of customers 
B)  The firm's selling activities must be coordinated with those of other departments 
C)  If the firm's selling tasks are divided among specialized units, all those tasks must be integrated 
D)  All of the above 
E)  None of the above 
A)  The activities of the sales force must be integrated with the needs and concerns of customers 
B)  The firm's selling activities must be coordinated with those of other departments 
C)  If the firm's selling tasks are divided among specialized units, all those tasks must be integrated 
D)  All of the above 
E)  None of the above

Question 18

Compare the four common bases for structuring sales efforts in an organization. What are the advantages and disadvantages of each?

Accepted Answer

Geographic: advantages-tends to be lowes

Question 19

Which of the following sales-related functions is the least visible but most important?

Accepted Answer

A)  Installation and delivery 
B)  Special product design and engineering 
C)  Repair and maintenance 
D)  Information gathering 
E)  Order processing and expediting 
A)  Installation and delivery 
B)  Special product design and engineering 
C)  Repair and maintenance 
D)  Information gathering 
E)  Order processing and expediting

Question 20

Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true?

Accepted Answer

A)  The fixed costs of using independent agents are lower than those of using a company sales force 
B)  The variable costs of using independent agents do not change over time 
C)  The variable costs of using independent agents are equal to the variable costs expended on an internal sales force 
D)  In terms of cost efficiency, an internal sales force is always more expensive than independent agents 
E)  The costs of using independent agents tend to level off as sales volumes increase 
A)  The fixed costs of using independent agents are lower than those of using a company sales force 
B)  The variable costs of using independent agents do not change over time 
C)  The variable costs of using independent agents are equal to the variable costs expended on an internal sales force 
D)  In terms of cost efficiency, an internal sales force is always more expensive than independent agents 
E)  The costs of using independent agents tend to level off as sales volumes increase

What are some of the problems associated with team selling?

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true?

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

Which of the following questions that must be answered as an organization determines its sales force organization?

Which of the following statements about the selling responsibilities of the sales manager is true?

What is the first key building block in starting a new sales force?

The span of control should be smaller and the number of levels of management should be larger when:

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

What is the primary advantage of organizing a sales force by product?

Lisa inherits a sales force that does what it wants. She wants to increase her control. How can she control her sales force?

In Valerie's company, she manages the sales force but hiring, training and company relations with distributors are managed by other company specialists. Valerie is in a:

Logistical alliances involve the development of computerized information and ordering systems.

Which of the following statements about decision making within the sales organization is true?

Which of the following is NOT one of the advantages of geographic sales organization?

Fiona is creating a new sales force. To develop an effective sales force she will:

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

What coordination and integration issue needs to be addressed by sales managers regardless of the sales force structure?

Compare the four common bases for structuring sales efforts in an organization. What are the advantages and disadvantages of each?

Which of the following sales-related functions is the least visible but most important?

Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 4: Organizing the Sales Effort

What are some of the problems associated with team selling?

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true?

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

Which of the following questions that must be answered as an organization determines its sales force organization?

Which of the following statements about the selling responsibilities of the sales manager is true?

What is the first key building block in starting a new sales force?

The span of control should be smaller and the number of levels of management should be larger when:

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

What is the primary advantage of organizing a sales force by product?

Lisa inherits a sales force that does what it wants. She wants to increase her control. How can she control her sales force?

In Valerie's company, she manages the sales force but hiring, training and company relations with distributors are managed by other company specialists. Valerie is in a:

Logistical alliances involve the development of computerized information and ordering systems.

Which of the following statements about decision making within the sales organization is true?

Which of the following is NOT one of the advantages of geographic sales organization?

Fiona is creating a new sales force. To develop an effective sales force she will:

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

What coordination and integration issue needs to be addressed by sales managers regardless of the sales force structure?

Compare the four common bases for structuring sales efforts in an organization. What are the advantages and disadvantages of each?

Which of the following sales-related functions is the least visible but most important?

Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

Filters