Exam 4: Organizing the Sales Effort

_____ selling, a variation of team selling, uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.

(Multiple Choice)

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Question 41

In some high tech industries, where customers buy systems made up of components manufactured by several suppliers, many suppliers are forming _________________ to develop and jointly market and sell integrated systems.

(Multiple Choice)

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Question 42

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

(Essay)

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Question 43

Which of the following statements about the use of a separate sales force to handle key accounts is true?

(Multiple Choice)

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Question 44

The simplest and most common method of organizing a company's sales force is to assign individual salespeople to separate geographic territories.

(True/False)

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Question 45

The theory of transaction cost analysis states that:

(Multiple Choice)

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Question 46

A sales manager who develops a team selling approach will:

(Multiple Choice)

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Question 47

What is transaction cost analysis? What does it imply for sales managers?

(Essay)

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Question 48

What two key questions must be answered in designing an effective vertical structure for a sales organization?

(Essay)

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Question 49

Which of the following statements about major and key accounts is true?

(Multiple Choice)

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Question 50

The most common form of vertical organization structure in medium and large-sized firms is:

(Multiple Choice)

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Question 51

Most marketing executives argue it is best to use sales representatives and selling agents:

(Multiple Choice)

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Question 52

Why do most sales and marketing managers believe company salespeople are more likely to produce a higher volume of total sales than agents?

(Multiple Choice)

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Question 53

Organization of the sales force by product:

(Multiple Choice)

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Question 54

How many people each sales manager supervises is called a manager's spam of control.

(True/False)

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Question 55

The first guideline to starting a sales force should be to appoint an expansion team.

(True/False)

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Question 56

What four sets of factors will sales managers consider when deciding whether to use independent agents or a company sales force?

(Essay)

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Question 57

A manufacturer of security systems that organized its sales force by home owner, store owner, warehouse owner and manufacturing facility would be organizing by product type.

(True/False)

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Question 58

Why would buyers agree to a logistical alliance?

(Multiple Choice)

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Question 59

What are the benefits of a computerized ordering system?

(Essay)

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Question 60

Showing 41 - 60 of 88

_____ selling, a variation of team selling, uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.

In some high tech industries, where customers buy systems made up of components manufactured by several suppliers, many suppliers are forming _________________ to develop and jointly market and sell integrated systems.

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

Which of the following statements about the use of a separate sales force to handle key accounts is true?

The simplest and most common method of organizing a company's sales force is to assign individual salespeople to separate geographic territories.

The theory of transaction cost analysis states that:

A sales manager who develops a team selling approach will:

What is transaction cost analysis? What does it imply for sales managers?

What two key questions must be answered in designing an effective vertical structure for a sales organization?

Which of the following statements about major and key accounts is true?

The most common form of vertical organization structure in medium and large-sized firms is:

Most marketing executives argue it is best to use sales representatives and selling agents:

Why do most sales and marketing managers believe company salespeople are more likely to produce a higher volume of total sales than agents?

Organization of the sales force by product:

How many people each sales manager supervises is called a manager's spam of control.

The first guideline to starting a sales force should be to appoint an expansion team.

What four sets of factors will sales managers consider when deciding whether to use independent agents or a company sales force?

A manufacturer of security systems that organized its sales force by home owner, store owner, warehouse owner and manufacturing facility would be organizing by product type.

Why would buyers agree to a logistical alliance?

What are the benefits of a computerized ordering system?

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

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