Question 1

From the seller's point of view, a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

Accepted Answer

A)  Requiring separate policies and procedures for each sales force 
B)  Reducing overall personnel costs 
C)  Reducing the costs expended to reach small customers 
D)  Reducing the amount of contact between buyer and seller 
E)  None of the above 
A)  Requiring separate policies and procedures for each sales force 
B)  Reducing overall personnel costs 
C)  Reducing the costs expended to reach small customers 
D)  Reducing the amount of contact between buyer and seller 
E)  None of the above

Question 2

The key to developing successful team selling lies in the ability of the sales manager to identify the needs of the customer.

Accepted Answer

A) True 
 B)False

Question 3

What issues and questions need to be addressed in vertical sales organizations?

Accepted Answer

Two basic questions are how many levels

Question 4

What are the advantages of geographic sales organization?

Accepted Answer

Lower cost, fewer managerial l

Question 5

The major disadvantage of a sales force organized by product type is duplication of effort.

Accepted Answer

A) True 
 B)False

Question 6

Telemarketing in business-to-business markets:

Accepted Answer

A)  Is used to increase the productivity of a firm's sales efforts 
B)  Is typically despised by customers 
C)  Is a form of organization by customer 
D)  Is not an appropriate tool for repeat purchases 
E)  Uses the problem-solving approach to selling 
A)  Is used to increase the productivity of a firm's sales efforts 
B)  Is typically despised by customers 
C)  Is a form of organization by customer 
D)  Is not an appropriate tool for repeat purchases 
E)  Uses the problem-solving approach to selling

Question 7

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

Accepted Answer

A)  Prospecting 
B)  Providing technical assistance 
C)  Negotiation 
D)  Repeat purchases 
E)  Speeding up marketing communications 
A)  Prospecting 
B)  Providing technical assistance 
C)  Negotiation 
D)  Repeat purchases 
E)  Speeding up marketing communications

Question 8

A company's organizational structure for sales should:

Accepted Answer

A)  Have a wide span of control 
B)  Allow the firm to benefit from specialization of labor 
C)  Include line, but not staff, personnel 
D)  Organize it around people, not activities 
E)  Be either vertical or horizontal, but not both 
A)  Have a wide span of control 
B)  Allow the firm to benefit from specialization of labor 
C)  Include line, but not staff, personnel 
D)  Organize it around people, not activities 
E)  Be either vertical or horizontal, but not both

Question 9

Selling agents:

Accepted Answer

A)  Are compensated solely by commissions from their principals 
B)  Act as their principals' representative in a specific and limited territory and specialize in a limited range of products 
C)  Take ownership of the merchandise they sell for manufacturers 
D)  Have no authority to modify their principals' instructions concerning price or terms of sale 
E)  Perform the same functions as manufacturers' reps for their principals 
A)  Are compensated solely by commissions from their principals 
B)  Act as their principals' representative in a specific and limited territory and specialize in a limited range of products 
C)  Take ownership of the merchandise they sell for manufacturers 
D)  Have no authority to modify their principals' instructions concerning price or terms of sale 
E)  Perform the same functions as manufacturers' reps for their principals

Question 10

Generally, the employment of staff specialists is justified only when:

Accepted Answer

A)  The organization has a large turnover 
B)  Such staff can be used to improve employee morale and working conditions 
C)  Line managers are unable to collect any useful data 
D)  The sales organization is large enough to provide staff specialists with enough work to keep them busy 
E)  The sales organization is introducing a new product 
A)  The organization has a large turnover 
B)  Such staff can be used to improve employee morale and working conditions 
C)  Line managers are unable to collect any useful data 
D)  The sales organization is large enough to provide staff specialists with enough work to keep them busy 
E)  The sales organization is introducing a new product

Question 11

Span of control and management responsibility decisions are constantly changing primarily due to changes in:

Accepted Answer

A)  Technology 
B)  Integrative institutional supply chains 
C)  Transaction cost analysis 
D)  Government regulation 
E)  Sales force attitudes 
A)  Technology 
B)  Integrative institutional supply chains 
C)  Transaction cost analysis 
D)  Government regulation 
E)  Sales force attitudes

Question 12

The most common functions performed by staff specialists in sales organizations are recruitment, training and sales analysis.

Accepted Answer

A) True 
 B)False

Question 13

When the sales task is complex, the span of control should be larger and the number of levels of management should be smaller.

Accepted Answer

A) True 
 B)False

Question 14

Because major or key accounts tend to be sellers with which the company has built a long-term relationship, these large accounts require no different treatment than smaller accounts.

Accepted Answer

A) True 
 B)False

Question 15

The span of control should usually be smaller at higher levels in the sales organization because:

Accepted Answer

A)  Of a need to control variable expenses 
B)  Top-level managers should have more time for analysis and decision making 
C)  The lower-level people who report to them need an authoritative work environment 
D)  Most sales organizations are decentralized 
E)  Field selling is viewed as a training ground for future sales or marketing managers 
A)  Of a need to control variable expenses 
B)  Top-level managers should have more time for analysis and decision making 
C)  The lower-level people who report to them need an authoritative work environment 
D)  Most sales organizations are decentralized 
E)  Field selling is viewed as a training ground for future sales or marketing managers

Question 16

Large firms typically rely on external agents rather than creating their own sales force.

Accepted Answer

A) True 
 B)False

Question 17

Alton's new firm operates in an uncertain and rapidly changing market with shifting technology and short product life cycles. Alton is considering the use of independent sales reps because they will give him greater _____________ in distribution channels.

Accepted Answer

A)  Geographic concentration 
B)  Team selling 
C)  Flexibility 
D)  Outsourcing of production 
E)  Matrix divisional dissection 
A)  Geographic concentration 
B)  Team selling 
C)  Flexibility 
D)  Outsourcing of production 
E)  Matrix divisional dissection

Question 18

What guidelines should a sales manager use in choosing an independent manufacturing sales rep?

Accepted Answer

Look for a rep with: compatibl

Question 19

As a developmental salesperson, Allen:

Accepted Answer

A)  Sells for a company that organizes its products around its products 
B)  Sells for a company that organizes its products around selling functions 
C)  Sells for a company that has a limited product line of non-technical products 
D)  Uses a telemarketer to locate sales leads 
E)  Is a salesperson for a manufacturers' representative 
A)  Sells for a company that organizes its products around its products 
B)  Sells for a company that organizes its products around selling functions 
C)  Sells for a company that has a limited product line of non-technical products 
D)  Uses a telemarketer to locate sales leads 
E)  Is a salesperson for a manufacturers' representative

Question 20

Geographic organization of the sales force:

Accepted Answer

A)  Permits beneficial division and specialization of labor 
B)  Is not used by large organizations like 3M and IBM 
C)  Allows the individual salesperson to develop familiarity with the technical attributes, applications and the best selling methods to use with each product 
D)  Requires fewer managerial levels for coordination of sales activities than other methods of organizing the sales force 
E)  Is a low-cost method of vertically organizing a sales force 
A)  Permits beneficial division and specialization of labor 
B)  Is not used by large organizations like 3M and IBM 
C)  Allows the individual salesperson to develop familiarity with the technical attributes, applications and the best selling methods to use with each product 
D)  Requires fewer managerial levels for coordination of sales activities than other methods of organizing the sales force 
E)  Is a low-cost method of vertically organizing a sales force

From the seller's point of view, a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

The key to developing successful team selling lies in the ability of the sales manager to identify the needs of the customer.

What issues and questions need to be addressed in vertical sales organizations?

What are the advantages of geographic sales organization?

The major disadvantage of a sales force organized by product type is duplication of effort.

Telemarketing in business-to-business markets:

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

A company's organizational structure for sales should:

Selling agents:

Generally, the employment of staff specialists is justified only when:

Span of control and management responsibility decisions are constantly changing primarily due to changes in:

The most common functions performed by staff specialists in sales organizations are recruitment, training and sales analysis.

When the sales task is complex, the span of control should be larger and the number of levels of management should be smaller.

Because major or key accounts tend to be sellers with which the company has built a long-term relationship, these large accounts require no different treatment than smaller accounts.

The span of control should usually be smaller at higher levels in the sales organization because:

Large firms typically rely on external agents rather than creating their own sales force.

Alton's new firm operates in an uncertain and rapidly changing market with shifting technology and short product life cycles. Alton is considering the use of independent sales reps because they will give him greater _____________ in distribution channels.

What guidelines should a sales manager use in choosing an independent manufacturing sales rep?

As a developmental salesperson, Allen:

Geographic organization of the sales force:

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

From the seller's point of view, a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

The key to developing successful team selling lies in the ability of the sales manager to identify the needs of the customer.

What issues and questions need to be addressed in vertical sales organizations?

What are the advantages of geographic sales organization?

The major disadvantage of a sales force organized by product type is duplication of effort.

Telemarketing in business-to-business markets:

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

A company's organizational structure for sales should:

Selling agents:

Generally, the employment of staff specialists is justified only when:

Span of control and management responsibility decisions are constantly changing primarily due to changes in:

The most common functions performed by staff specialists in sales organizations are recruitment, training and sales analysis.

When the sales task is complex, the span of control should be larger and the number of levels of management should be smaller.

Because major or key accounts tend to be sellers with which the company has built a long-term relationship, these large accounts require no different treatment than smaller accounts.

The span of control should usually be smaller at higher levels in the sales organization because:

Large firms typically rely on external agents rather than creating their own sales force.

Alton's new firm operates in an uncertain and rapidly changing market with shifting technology and short product life cycles. Alton is considering the use of independent sales reps because they will give him greater _____________ in distribution channels.

What guidelines should a sales manager use in choosing an independent manufacturing sales rep?

As a developmental salesperson, Allen:

Geographic organization of the sales force:

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