Question 1

Which of the following are examples of functional specialists?

Accepted Answer

A)  salespeople responsible for landing new customers. 
B)  salespeople responsible for selling a new product line. 
C)  salespeople responsible for selling to end-users. 
D)  Only a and b above. 
E)  Only a and c above. 
A)  salespeople responsible for landing new customers. 
B)  salespeople responsible for selling a new product line. 
C)  salespeople responsible for selling to end-users. 
D)  Only a and b above. 
E)  Only a and c above. E

Question 2

Reason(s) for the growing popularity of telemarketing include:

Accepted Answer

A)  telemarketing sales calls can be very cost effective. 
B)  ease in retraining a telemarketing sales force. 
C)  telemarketers are easy to motivate. 
D)  only a and c of the above. 
E)  all of the above. 
A)  telemarketing sales calls can be very cost effective. 
B)  ease in retraining a telemarketing sales force. 
C)  telemarketers are easy to motivate. 
D)  only a and c of the above. 
E)  all of the above. D

Question 3

Some common ways in which telemarketing is used by businesses includes all of the following except:

Accepted Answer

A)  customer service - "800" numbers. 
B)  prospecting and lead qualification. 
C)  sales support - selling of services to compliment product purchases. 
D)  sales training - answering salespeople's questions about specific products. 
A)  customer service - "800" numbers. 
B)  prospecting and lead qualification. 
C)  sales support - selling of services to compliment product purchases. 
D)  sales training - answering salespeople's questions about specific products. D

Question 4

The organization of salespeople along product lines is often found in small firms where technical knowledge is not important.

Accepted Answer

A) True 
 B)False

Question 5

One of the primary disadvantages of telemarketing is the high cost per sales call.

Accepted Answer

A) True 
 B)False

Question 6

Sales agents are usually employed when a company has a high sales volume in a particular geographic area.

Accepted Answer

A) True 
 B)False

Question 7

One of most serious problems with geographical organizations is that salespeople must sell the entire line, when they may not be equally knowledgeable about all product lines.

Accepted Answer

A) True 
 B)False

Question 8

The same company will not use both a company sales force as well as sales agents.

Accepted Answer

A) True 
 B)False

Question 9

Companies often use which of the following to sell to their strategic accounts when they first set-up a strategic account organization:

Accepted Answer

A)  the existing sales force. 
B)  sales management. 
C)  sales agents. 
D)  a separate sales force. 
E)  a cross functional sales team. 
A)  the existing sales force. 
B)  sales management. 
C)  sales agents. 
D)  a separate sales force. 
E)  a cross functional sales team.

Question 10

Multiple salespeople calling on the same customer may be a problem when a sales force is organized along product lines.

Accepted Answer

A) True 
 B)False

Question 11

One benefit of a customer specialized sales force is that they are able to be very knowledgeable about their clients and the clients' industry.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is true about independent sales agents?

Accepted Answer

A)  They are employees of the firm. 
B)  They take ownership and physical possession of the products they sell. 
C)  They are generally more cost effective when sales volumes are low. 
D)  They are usually compensated solely by a combination of salary and commission. 
E)  all the above are true. 
A)  They are employees of the firm. 
B)  They take ownership and physical possession of the products they sell. 
C)  They are generally more cost effective when sales volumes are low. 
D)  They are usually compensated solely by a combination of salary and commission. 
E)  all the above are true.

Question 13

The internet has the potential to entirely replacing most organizations' telemarketing efforts.

Accepted Answer

A) True 
 B)False

Question 14

Sales managers are expecting that organizing the sales force according to specific types of customers will become more popular with companies in the future.

Accepted Answer

A) True 
 B)False

Question 15

Telemarketing is frequently used to sell to smaller customers.

Accepted Answer

A) True 
 B)False

Question 16

A company is considering whether to hire independent agents or develop its own sales force. Agents are paid a 4% commission, alternatively a company sales force would consist of 6 people paid a $25,000 salary each along with a 2% commission. A company sales force is economically viable if sales are forecasted to be:

Accepted Answer

A)  below $1,250,000. 
B)  above $1,250,000. 
C)  below $7,500,000. 
D)  above $7,500,000. 
A)  below $1,250,000. 
B)  above $1,250,000. 
C)  below $7,500,000. 
D)  above $7,500,000.

Question 17

If independent sales agents receive a 7% commission on sales with overhead of $70,000 and company salespeople receive a 5% commission with salary and overhead costs of $500,000, what is the break-even point between the two choices?

Accepted Answer

A)  $28,500,000 
B)  $21,500,000 
C)  $25,000,000 
D)  $23,500,000 
E)  $20,500,000 
A)  $28,500,000 
B)  $21,500,000 
C)  $25,000,000 
D)  $23,500,000 
E)  $20,500,000

Question 18

Permission marketing refers to first asking the customer for permission to make a sales call.

Accepted Answer

A) True 
 B)False

Question 19

Telemarketing refers to customer contacts utilizing telecom-
munications technology for personal selling without face-to-face contact.

Accepted Answer

A) True 
 B)False

Question 20

When purchasing a Dell computer, the customer can see the computer alternatives they may consider purchasing on Dell's website, as well as calling a Dell representative to answer any additional questions. This is an example of:

Accepted Answer

A)  internet marketing. 
B)  telemarketing. 
C)  permission marketing. 
D)  both a and b above. 
E)  all of the above. 
A)  internet marketing. 
B)  telemarketing. 
C)  permission marketing. 
D)  both a and b above. 
E)  all of the above.

Which of the following are examples of functional specialists?

Reason(s) for the growing popularity of telemarketing include:

Some common ways in which telemarketing is used by businesses includes all of the following except:

The organization of salespeople along product lines is often found in small firms where technical knowledge is not important.

One of the primary disadvantages of telemarketing is the high cost per sales call.

Sales agents are usually employed when a company has a high sales volume in a particular geographic area.

One of most serious problems with geographical organizations is that salespeople must sell the entire line, when they may not be equally knowledgeable about all product lines.

The same company will not use both a company sales force as well as sales agents.

Companies often use which of the following to sell to their strategic accounts when they first set-up a strategic account organization:

Multiple salespeople calling on the same customer may be a problem when a sales force is organized along product lines.

One benefit of a customer specialized sales force is that they are able to be very knowledgeable about their clients and the clients' industry.

Which of the following is true about independent sales agents?

The internet has the potential to entirely replacing most organizations' telemarketing efforts.

Sales managers are expecting that organizing the sales force according to specific types of customers will become more popular with companies in the future.

Telemarketing is frequently used to sell to smaller customers.

If independent sales agents receive a 7% commission on sales with overhead of $70,000 and company salespeople receive a 5% commission with salary and overhead costs of $500,000, what is the break-even point between the two choices?

Permission marketing refers to first asking the customer for permission to make a sales call.

Telemarketing refers to customer contacts utilizing telecom- munications technology for personal selling without face-to-face contact.

When purchasing a Dell computer, the customer can see the computer alternatives they may consider purchasing on Dell's website, as well as calling a Dell representative to answer any additional questions. This is an example of:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 6: Sales Force Organization

Which of the following are examples of functional specialists?

Reason(s) for the growing popularity of telemarketing include:

Some common ways in which telemarketing is used by businesses includes all of the following except:

The organization of salespeople along product lines is often found in small firms where technical knowledge is not important.

One of the primary disadvantages of telemarketing is the high cost per sales call.

Sales agents are usually employed when a company has a high sales volume in a particular geographic area.

One of most serious problems with geographical organizations is that salespeople must sell the entire line, when they may not be equally knowledgeable about all product lines.

The same company will not use both a company sales force as well as sales agents.

Companies often use which of the following to sell to their strategic accounts when they first set-up a strategic account organization:

Multiple salespeople calling on the same customer may be a problem when a sales force is organized along product lines.

One benefit of a customer specialized sales force is that they are able to be very knowledgeable about their clients and the clients' industry.

Which of the following is true about independent sales agents?

The internet has the potential to entirely replacing most organizations' telemarketing efforts.

Sales managers are expecting that organizing the sales force according to specific types of customers will become more popular with companies in the future.

Telemarketing is frequently used to sell to smaller customers.

If independent sales agents receive a 7% commission on sales with overhead of $70,000 and company salespeople receive a 5% commission with salary and overhead costs of $500,000, what is the break-even point between the two choices?

Permission marketing refers to first asking the customer for permission to make a sales call.

Telemarketing refers to customer contacts utilizing telecom- munications technology for personal selling without face-to-face contact.

When purchasing a Dell computer, the customer can see the computer alternatives they may consider purchasing on Dell's website, as well as calling a Dell representative to answer any additional questions. This is an example of:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters