Question 1

The key to successful team selling lies in:

Accepted Answer

A)  Developing the right product 
B)  Creating a sustainable competitive advantage 
C)  The ease with which repeat purchases can be made 
D)  The size of the buying center 
E)  Understanding the needs of the customer 
A)  Developing the right product 
B)  Creating a sustainable competitive advantage 
C)  The ease with which repeat purchases can be made 
D)  The size of the buying center 
E)  Understanding the needs of the customer

Question 2

One of the benefits of team selling is:

Accepted Answer

A)  Higher commissions 
B)  Questions can be answered faster 
C)  Reduced costs 
D)  Lowered role ambiguity 
E)  All of the above 
A)  Higher commissions 
B)  Questions can be answered faster 
C)  Reduced costs 
D)  Lowered role ambiguity 
E)  All of the above

Question 3

Sales staff executives are commonly used to:

Accepted Answer

A)  Recruit new salespeople 
B)  Analyze sales trends and make forecasts 
C)  Train new salespeople 
D)  Collect and gather environmental information which line managers may need for decision making 
E)  All of the above 
A)  Recruit new salespeople 
B)  Analyze sales trends and make forecasts 
C)  Train new salespeople 
D)  Collect and gather environmental information which line managers may need for decision making 
E)  All of the above

Question 4

Team selling:

Accepted Answer

A)  Is appropriate for small, innovative customers who need customized products 
B)  Only allows members from marketing, production and sales department to participate in the process 
C)  Is easy to coordinate 
D)  Is appropriate for the largest customers, where the potential purchase represents enough dollars and involves enough functions to justify the high cost 
E)  Is only used to win new accounts and not for maintenance selling 
A)  Is appropriate for small, innovative customers who need customized products 
B)  Only allows members from marketing, production and sales department to participate in the process 
C)  Is easy to coordinate 
D)  Is appropriate for the largest customers, where the potential purchase represents enough dollars and involves enough functions to justify the high cost 
E)  Is only used to win new accounts and not for maintenance selling

Question 5

The major reason why a firm with many different products based on widely differing technologies would organize its sales force by product is:

Accepted Answer

A)  A commitment to the marketing concept 
B)  Because it allows salespeople to develop highly specialized knowledge about one product or a few similar products 
C)  The simplicity inherent in implementing and using such a system 
D)  To take advantage of the benefits of specialization of labor inherent in this vertical organization form 
E)  Because it eliminates any duplication of sales efforts 
A)  A commitment to the marketing concept 
B)  Because it allows salespeople to develop highly specialized knowledge about one product or a few similar products 
C)  The simplicity inherent in implementing and using such a system 
D)  To take advantage of the benefits of specialization of labor inherent in this vertical organization form 
E)  Because it eliminates any duplication of sales efforts

Question 6

The primary function of the vertical structure of a firm's sales organization is to identify the subordinates of those in leadership roles.

Accepted Answer

A) True 
 B)False

Question 7

Multilevel selling is a variation of team selling.

Accepted Answer

A) True 
 B)False

Question 8

The starting point in organizing a sales force is determining the goals to be accomplished, as specified in the firm's overall marketing plan.

Accepted Answer

A) True 
 B)False

The key to successful team selling lies in:

One of the benefits of team selling is:

Sales staff executives are commonly used to:

Team selling:

The major reason why a firm with many different products based on widely differing technologies would organize its sales force by product is:

The primary function of the vertical structure of a firm's sales organization is to identify the subordinates of those in leadership roles.

Multilevel selling is a variation of team selling.

The starting point in organizing a sales force is determining the goals to be accomplished, as specified in the firm's overall marketing plan.

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

The key to successful team selling lies in:

One of the benefits of team selling is:

Sales staff executives are commonly used to:

Team selling:

The major reason why a firm with many different products based on widely differing technologies would organize its sales force by product is:

The primary function of the vertical structure of a firm's sales organization is to identify the subordinates of those in leadership roles.

Multilevel selling is a variation of team selling.

The starting point in organizing a sales force is determining the goals to be accomplished, as specified in the firm's overall marketing plan.

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