Question 1

Multilevel selling is a variation of team selling.

Accepted Answer

A) True 
 B)False

Question 2

A sales manager who develops a team selling approach will

Accepted Answer

A) Hire salespeople motivated by personal achievement 
B) Organize the team into silos to encourage competition 
C) Compensate team members based on their individual performance 
D) Develop communication links among all team members 
E) All of the above 
A) Hire salespeople motivated by personal achievement 
B) Organize the team into silos to encourage competition 
C) Compensate team members based on their individual performance 
D) Develop communication links among all team members 
E) All of the above

Question 3

What are the advantages of geographic sales organization?

Accepted Answer

Lower cost,fewer managerial le

Question 4

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

Accepted Answer

A) Independent agents are especially good at cultivating and servicing new accounts 
B) Customer loyalty to the independent agent can make it difficult to replace an agent with an internal sales force 
C) When sales are below manufacturer's expectations,the manufacturer immediately knows that the blame lies with the independent agent 
D) It is as easy to monitor an independent agent as it is to monitor an internal sales force 
E) Independent agents are viewed as more effective over the long-run than internal sales forces 
A) Independent agents are especially good at cultivating and servicing new accounts 
B) Customer loyalty to the independent agent can make it difficult to replace an agent with an internal sales force 
C) When sales are below manufacturer's expectations,the manufacturer immediately knows that the blame lies with the independent agent 
D) It is as easy to monitor an independent agent as it is to monitor an internal sales force 
E) Independent agents are viewed as more effective over the long-run than internal sales forces

Question 5

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 6

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers.Which of the following statements about this recommendation is true?

Accepted Answer

A) This form of specialization is a form of customer specialization 
B) This form of specialization is typically referred to as a networked organization 
C) This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy 
D) This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson 
E) This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals 
A) This form of specialization is a form of customer specialization 
B) This form of specialization is typically referred to as a networked organization 
C) This form of specialization is most suitable for companies that are implementing a maintenance strategy instead of a growth strategy 
D) This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson 
E) This form of specialization eliminates the tendency of salespeople to view other salespeople working in the same company as rivals

Question 7

A small company that manufactures paper products might choose to use a geographic organization for its sales force because:

Accepted Answer

A) It wants to enjoy the benefits associated with division and specialization of labor 
B) It is a low-cost method of vertically organizing a sales force 
C) It is not concerned about the increased travel and expense time such an organization produces 
D) Each of its salespeople can specialize in a particular product line 
E) It is simple to implement 
A) It wants to enjoy the benefits associated with division and specialization of labor 
B) It is a low-cost method of vertically organizing a sales force 
C) It is not concerned about the increased travel and expense time such an organization produces 
D) Each of its salespeople can specialize in a particular product line 
E) It is simple to implement

Question 8

What are the six key building blocks for starting a sales force?

Accepted Answer

The six key building blocks are the sale

Question 9

Co-marketing alliances are often used by suppliers of components in technology industries.

Accepted Answer

A) True 
 B)False

Question 10

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 11

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

Accepted Answer

They will consider e

Question 12

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

Accepted Answer

Two basic questions are how many levels

Question 13

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

Accepted Answer

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

Question 14

What are the benefits of a computerized ordering system?

Accepted Answer

For the customer,the benefits to compute

Question 15

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

Question 16

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 17

Which of the following is NOT one of the key building blocks to starting a sales force?

Accepted Answer

A) Define the sales force's mission 
B) Leverage existing organizational strengths 
C) Allows sales people to go find out what works 
D) Provide support 
E) Develop compensation plans that motivate 
A) Define the sales force's mission 
B) Leverage existing organizational strengths 
C) Allows sales people to go find out what works 
D) Provide support 
E) Develop compensation plans that motivate

Question 18

Which of the following statements about decision making within the sales organization is true?

Accepted Answer

A) The significance of the decision has no effect on the level at which the decision will be made 
B) Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives 
C) As a general rule of organization,the more important a decision is for the success of the firm,the higher the level of management that should make the decision 
D) As a rule,field-line sales managers are responsible for seeing that sales tasks are completed,but have no decision-making authority 
E) Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople 
A) The significance of the decision has no effect on the level at which the decision will be made 
B) Firms that have many low-paid salespeople who perform relatively routine sales tasks usually place the decision-making authority in the hands of its top sales executives 
C) As a general rule of organization,the more important a decision is for the success of the firm,the higher the level of management that should make the decision 
D) As a rule,field-line sales managers are responsible for seeing that sales tasks are completed,but have no decision-making authority 
E) Firms that have professional salespeople who perform complex sales tasks typically place all decision-making authority in the hands of its salespeople

Question 19

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 20

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

Multilevel selling is a variation of team selling.

A sales manager who develops a team selling approach will

What are the advantages of geographic sales organization?

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

A company's organizational structure for sales should:

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers.Which of the following statements about this recommendation is true?

A small company that manufactures paper products might choose to use a geographic organization for its sales force because:

What are the six key building blocks for starting a sales force?

Co-marketing alliances are often used by suppliers of components in technology industries.

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

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

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

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

What are the benefits of a computerized ordering system?

Geographic organization of the sales force:

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

Which of the following is NOT one of the key building blocks to starting a sales force?

Which of the following statements about decision making within the sales organization is true?

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.

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

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

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

Cost Analysis

Evaluating Salesperson Performance

Filters

Exam 4: Organizing the Sales Effort

Multilevel selling is a variation of team selling.

A sales manager who develops a team selling approach will

What are the advantages of geographic sales organization?

Which of the following statements about the control and strategic criteria used to decide between using independent agents or an internal sales force is true?

A company's organizational structure for sales should:

Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers.Which of the following statements about this recommendation is true?

A small company that manufactures paper products might choose to use a geographic organization for its sales force because:

What are the six key building blocks for starting a sales force?

Co-marketing alliances are often used by suppliers of components in technology industries.

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

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

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

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

What are the benefits of a computerized ordering system?

Geographic organization of the sales force:

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

Which of the following is NOT one of the key building blocks to starting a sales force?

Which of the following statements about decision making within the sales organization is true?

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.

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

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

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

Cost Analysis

Evaluating Salesperson Performance

Filters