Question 1

A virtual offices have increased selling costs because of the technology that is needed in such an office.

Accepted Answer

A) True 
 B)False  False

Question 2

The advent of e-commerce has not affected sales department organization.

Accepted Answer

A) True 
 B)False  False

Question 3

To have an effective span of executive control,not more than five subordinates should report directly to one executive.

Accepted Answer

A) True 
 B)False  False

Question 4

In addition to their large buying size,strategic accounts are likely to be differentiated from smaller accounts by their:

Accepted Answer

A) Complex buying process. 
B) Desire to concentrate on domestic markets,to the exclusion of foreign markets. 
C) Preference for using a line organizational structure. 
D) Desire to avoid dealing with a selling team - preferring instead to deal with one sales rep. 
E) None of these is correct. 
A) Complex buying process. 
B) Desire to concentrate on domestic markets,to the exclusion of foreign markets. 
C) Preference for using a line organizational structure. 
D) Desire to avoid dealing with a selling team - preferring instead to deal with one sales rep. 
E) None of these is correct.

Question 5

Team selling is more successful when the company does all of the following,EXCEPT:

Accepted Answer

A) Provides training to the team. 
B) Provides incentives to the team. 
C) Uses teams for all of its accounts. 
D) Demonstrates management support. 
E) All of these contribute to success. 
A) Provides training to the team. 
B) Provides incentives to the team. 
C) Uses teams for all of its accounts. 
D) Demonstrates management support. 
E) All of these contribute to success.

Question 6

A major limitation of the functional type of sales organization is that:

Accepted Answer

A) Functional executives can only recommend to a field sales manager regarding assignments for the salespeople. 
B) Managerial specialists cannot be used effectively. 
C) It cannot be used very well if the firm sells a wide line of complex,technical products. 
D) Some of the line sales officers or the salespeople may be getting orders from more than one person. 
E) None of these. 
A) Functional executives can only recommend to a field sales manager regarding assignments for the salespeople. 
B) Managerial specialists cannot be used effectively. 
C) It cannot be used very well if the firm sells a wide line of complex,technical products. 
D) Some of the line sales officers or the salespeople may be getting orders from more than one person. 
E) None of these.

Question 7

Citizenship behaviors:

Accepted Answer

A) Those behaviors that a salesperson performs as a member of his/her community. 
B) Are only performed by the top executives in a sales organization. 
C) Those behaviors that are above and beyond the formal job requirements. 
D) Are performed by members of the Board of Directors 
E) None of these. 
A) Those behaviors that a salesperson performs as a member of his/her community. 
B) Are only performed by the top executives in a sales organization. 
C) Those behaviors that are above and beyond the formal job requirements. 
D) Are performed by members of the Board of Directors 
E) None of these.

Question 8

Most producers do not use independent sales organizations to get their products to the final customers.

Accepted Answer

A) True 
 B)False

Question 9

The text defines an organization as:

Accepted Answer

A) a sales performance goal assigned to a salesperson. 
B) an arrangement of activities whereby the people involved in them can act together more effectively than they can act individually. 
C) a number of customers located within a given geographical area and assigned to a sales rep. 
D) working better when there is no informal organization in a firm. 
E) None of these is correct. 
A) a sales performance goal assigned to a salesperson. 
B) an arrangement of activities whereby the people involved in them can act together more effectively than they can act individually. 
C) a number of customers located within a given geographical area and assigned to a sales rep. 
D) working better when there is no informal organization in a firm. 
E) None of these is correct.

Question 10

Of the four basic sales organization structures,the structure which has been recently adopted by some of the U.S.' biggest companies is:

Accepted Answer

A) Line organization. 
B) Line and staff organization. 
C) Functional organization. 
D) Horizontal organization. 
E) None of these. 
A) Line organization. 
B) Line and staff organization. 
C) Functional organization. 
D) Horizontal organization. 
E) None of these.

Question 11

When establishing a sales force abroad,it is generally considered a better idea to hire salespeople that are from:

Accepted Answer

A) the foreign country,unless the product is especially complex. 
B) the home country,unless the product is especially complex. 
C) both the foreign and home country (a 50-50 split). 
D) the foreign country - no matter what. 
E) the country with the greatest gross domestic product. 
A) the foreign country,unless the product is especially complex. 
B) the home country,unless the product is especially complex. 
C) both the foreign and home country (a 50-50 split). 
D) the foreign country - no matter what. 
E) the country with the greatest gross domestic product.

Question 12

Team selling is often the most effective when the sales organization:

Accepted Answer

A) Uses cross-functional groups that sell to a few major customers. 
B) Seeks a sales force whose members who are accustomed to working independently and can hold their own with diverse individuals from the buying centers. 
C) Selects managers who know how to compete in order to get ahead. 
D) Completely redesigns the compensation program with each individual potential customer. 
E) Maintains organizational consistency with all customers regardless of their customers specific needs. 
A) Uses cross-functional groups that sell to a few major customers. 
B) Seeks a sales force whose members who are accustomed to working independently and can hold their own with diverse individuals from the buying centers. 
C) Selects managers who know how to compete in order to get ahead. 
D) Completely redesigns the compensation program with each individual potential customer. 
E) Maintains organizational consistency with all customers regardless of their customers specific needs.

Question 13

Xerox uses a Global Account Management (GAM)structure.As part of this,Xerox necessarily sells its products through:

Accepted Answer

A) U.S.based exporting intermediaries. 
B) foreign country intermediaries. 
C) the World Trade Organization (WTO). 
D) its own sales force based in various foreign countries. 
E) None of these (i.e. ,Xerox does not necessarily use any of these). 
A) U.S.based exporting intermediaries. 
B) foreign country intermediaries. 
C) the World Trade Organization (WTO). 
D) its own sales force based in various foreign countries. 
E) None of these (i.e. ,Xerox does not necessarily use any of these).

Question 14

Regarding the relationship between sales force organization and strategic planning in a firm:

Accepted Answer

A) The organizational structure has a significant bearing on the implementation of the strategic planning. 
B) There is no close relationship between organization and strategic planning. 
C) An organizational structure ordinarily does not serve as a control mechanism in a firm. 
D) Mistakes in organization are easily corrected with good sales training. 
E) None of these is correct. 
A) The organizational structure has a significant bearing on the implementation of the strategic planning. 
B) There is no close relationship between organization and strategic planning. 
C) An organizational structure ordinarily does not serve as a control mechanism in a firm. 
D) Mistakes in organization are easily corrected with good sales training. 
E) None of these is correct.

Question 15

Which of the following roles ordinarily is not a part of a buying center?

Accepted Answer

A) User. 
B) Director. 
C) Influencer. 
D) Decider. 
E) Gatekeeper. 
A) User. 
B) Director. 
C) Influencer. 
D) Decider. 
E) Gatekeeper.

Question 16

A line sales organization is probably the most widely used basic form of organization in sales departments today.

Accepted Answer

A) True 
 B)False

Question 17

A line and staff sales organization ordinarily does not provide any executive specialization.

Accepted Answer

A) True 
 B)False

Question 18

One risk in a functional type of sales organization is that line sales executives and the salespeople may get orders from more than one person.

Accepted Answer

A) True 
 B)False

Question 19

A selling team is best defined as a group of people:

Accepted Answer

A) Who match the functional expertise of their team with those of their clients. 
B) Who may sometimes include individuals from finance,production,or R&D departments. 
C) Whose management levels should match those of their customers from the buying centers. 
D) None of these. 
E) All of these. 
A) Who match the functional expertise of their team with those of their clients. 
B) Who may sometimes include individuals from finance,production,or R&D departments. 
C) Whose management levels should match those of their customers from the buying centers. 
D) None of these. 
E) All of these.

Question 20

A large American company is planning to distribute its products to a foreign country where volume and profit potential are significant,and government regulations are quite flexible.This situation lends itself to:

Accepted Answer

A) exporting through U.S.intermediaries. 
B) partnering with intermediaries in the foreign country. 
C) selling through the World Trade Organization (WTO). 
D) establishing its own sales force in that foreign country. 
E) selling through a trading agent based in a neutral country. 
A) exporting through U.S.intermediaries. 
B) partnering with intermediaries in the foreign country. 
C) selling through the World Trade Organization (WTO). 
D) establishing its own sales force in that foreign country. 
E) selling through a trading agent based in a neutral country.

A virtual offices have increased selling costs because of the technology that is needed in such an office.

The advent of e-commerce has not affected sales department organization.

To have an effective span of executive control,not more than five subordinates should report directly to one executive.

In addition to their large buying size,strategic accounts are likely to be differentiated from smaller accounts by their:

Team selling is more successful when the company does all of the following,EXCEPT:

A major limitation of the functional type of sales organization is that:

Citizenship behaviors:

Most producers do not use independent sales organizations to get their products to the final customers.

The text defines an organization as:

Of the four basic sales organization structures,the structure which has been recently adopted by some of the U.S.' biggest companies is:

When establishing a sales force abroad,it is generally considered a better idea to hire salespeople that are from:

Team selling is often the most effective when the sales organization:

Xerox uses a Global Account Management (GAM)structure.As part of this,Xerox necessarily sells its products through:

Regarding the relationship between sales force organization and strategic planning in a firm:

Which of the following roles ordinarily is not a part of a buying center?

A line sales organization is probably the most widely used basic form of organization in sales departments today.

A line and staff sales organization ordinarily does not provide any executive specialization.

One risk in a functional type of sales organization is that line sales executives and the salespeople may get orders from more than one person.

A selling team is best defined as a group of people:

A large American company is planning to distribute its products to a foreign country where volume and profit potential are significant,and government regulations are quite flexible.This situation lends itself to:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 4: Sales Force Organization

A virtual offices have increased selling costs because of the technology that is needed in such an office.

The advent of e-commerce has not affected sales department organization.

To have an effective span of executive control,not more than five subordinates should report directly to one executive.

In addition to their large buying size,strategic accounts are likely to be differentiated from smaller accounts by their:

Team selling is more successful when the company does all of the following,EXCEPT:

A major limitation of the functional type of sales organization is that:

Citizenship behaviors:

Most producers do not use independent sales organizations to get their products to the final customers.

The text defines an organization as:

Of the four basic sales organization structures,the structure which has been recently adopted by some of the U.S.' biggest companies is:

When establishing a sales force abroad,it is generally considered a better idea to hire salespeople that are from:

Team selling is often the most effective when the sales organization:

Xerox uses a Global Account Management (GAM)structure.As part of this,Xerox necessarily sells its products through:

Regarding the relationship between sales force organization and strategic planning in a firm:

Which of the following roles ordinarily is not a part of a buying center?

A line sales organization is probably the most widely used basic form of organization in sales departments today.

A line and staff sales organization ordinarily does not provide any executive specialization.

One risk in a functional type of sales organization is that line sales executives and the salespeople may get orders from more than one person.

A selling team is best defined as a group of people:

A large American company is planning to distribute its products to a foreign country where volume and profit potential are significant,and government regulations are quite flexible.This situation lends itself to:

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters