Question 1

Which of the following statements about logistical alliances is true?

Accepted Answer

A) Logistical alliances are a variation of team selling 
B) From a customer's point of view,logistical alliances are less convenient than placing orders through salespeople 
C) Logistical alliances could potentially make salespeople redundant 
D) From the customer's point of view,logistical alliances are more time consuming than placing orders through salespeople 
E) All of the above statements about logistical alliances are true 
A) Logistical alliances are a variation of team selling 
B) From a customer's point of view,logistical alliances are less convenient than placing orders through salespeople 
C) Logistical alliances could potentially make salespeople redundant 
D) From the customer's point of view,logistical alliances are more time consuming than placing orders through salespeople 
E) All of the above statements about logistical alliances are true

Question 2

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

Question 3

Why would a small firm most likely assign key accounts to top sales executives rather than set up a separate department for key accounts?

Accepted Answer

A) Customer delight 
B) Limited financial resources 
C) Centralized production quality control 
D) Selling center satisfaction 
E) To remind executives what it is like to sell 
A) Customer delight 
B) Limited financial resources 
C) Centralized production quality control 
D) Selling center satisfaction 
E) To remind executives what it is like to sell

Question 4

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

Accepted Answer

Three issues need to be addressed.The ac

Question 5

In Valerie's company,she manages the sales force but hiring,training and company relations with distributors are managed by other company specialists.Valerie is in a(an)

Accepted Answer

A) Organization by customer type 
B) Line and staff organization 
C) Organization by selling function 
D) Geographic organization 
E) Organization by product type 
A) Organization by customer type 
B) Line and staff organization 
C) Organization by selling function 
D) Geographic organization 
E) Organization by product type

Question 6

Manufacturers' representatives:

Accepted Answer

A) Take ownership of the merchandise they sell for manufacturers 
B) Are a source of fixed costs on their principals' income statements 
C) Do not specialize in the type of products they handle 
D) Often carry competing lines of merchandise 
E) Have no authority to modify their principals' instructions concerning price or terms of sale 
A) Take ownership of the merchandise they sell for manufacturers 
B) Are a source of fixed costs on their principals' income statements 
C) Do not specialize in the type of products they handle 
D) Often carry competing lines of merchandise 
E) Have no authority to modify their principals' instructions concerning price or terms of sale

Question 7

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

Accepted Answer

A) True 
 B)False

Question 8

Lisa inherits a sales force that does what it wants.She wants to increase her control.How can a she control her sales force?

Accepted Answer

A) By establishing operating procedures and policies 
B) By delegating more sales responsibilities to independent representatives 
C) Through assertiveness training classes 
D) Through understanding the needs of her sales force 
E) All of the above 
A) By establishing operating procedures and policies 
B) By delegating more sales responsibilities to independent representatives 
C) Through assertiveness training classes 
D) Through understanding the needs of her sales force 
E) All of the above

Question 9

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 10

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

Accepted Answer

A) Company salespeople concentrate entirely on the firm's products 
B) They are better trained 
C) They tend to be more aggressive since their future depends on the company's success 
D) Customers prefer to deal directly with a supplier 
E) All of the above 
A) Company salespeople concentrate entirely on the firm's products 
B) They are better trained 
C) They tend to be more aggressive since their future depends on the company's success 
D) Customers prefer to deal directly with a supplier 
E) All of the above

Question 11

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

Company salespeople concentrate entirely

Question 13

Generally,the employment of staff specialists is justified only when:

Accepted Answer

A) The organization has a large turnover 
B) Such staff can be used to improve employee morale and working conditions 
C) Line managers are unable to collect any useful data 
D) The sales organization is large enough to provide staff specialists with enough work to keep them busy 
E) The sales organization is introducing a new product 
A) The organization has a large turnover 
B) Such staff can be used to improve employee morale and working conditions 
C) Line managers are unable to collect any useful data 
D) The sales organization is large enough to provide staff specialists with enough work to keep them busy 
E) The sales organization is introducing a new product

Question 14

The theory of transaction cost analysis (TCA)states that when substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering the independent agents are likely to be lower than the costs of hiring and managing a sales force.

Accepted Answer

A) True 
 B)False

Question 15

Logistical alliances involve the development of computerized information and ordering systems.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

How many levels of s

Question 17

What is the first key building block in starting a new sales force?

Accepted Answer

Start with a strateg

Question 18

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.

Accepted Answer

A) Matrix organizations 
B) Co-marketing alliances 
C) Multilevel systems 
D) Leveraged buyouts 
E) Span of control documentation systems 
A) Matrix organizations 
B) Co-marketing alliances 
C) Multilevel systems 
D) Leveraged buyouts 
E) Span of control documentation systems

Question 19

Fiona is creating a new sales force.To develop an effective sales force she will

Accepted Answer

A) Start with an annual sales target 
B) Avoid existing sales efforts 
C) Allow new salespeople independence 
D) Avoid compensation snafus 
E) Develop her sales force secretly 
A) Start with an annual sales target 
B) Avoid existing sales efforts 
C) Allow new salespeople independence 
D) Avoid compensation snafus 
E) Develop her sales force secretly

Question 20

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

Which of the following statements about logistical alliances is true?

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

Why would a small firm most likely assign key accounts to top sales executives rather than set up a separate department for key accounts?

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

In Valerie's company,she manages the sales force but hiring,training and company relations with distributors are managed by other company specialists.Valerie is in a(an)

Manufacturers' representatives:

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

Lisa inherits a sales force that does what it wants.She wants to increase her control.How can a she control her sales force?

Team selling:

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

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

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

Generally,the employment of staff specialists is justified only when:

The theory of transaction cost analysis (TCA)states that when substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering the independent agents are likely to be lower than the costs of hiring and managing a sales force.

Logistical alliances involve the development of computerized information and ordering systems.

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

What is the first key building block in starting a new sales force?

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.

Fiona is creating a new sales force.To develop an effective sales force she will

The key to successful team selling lies in:

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

Which of the following statements about logistical alliances is true?

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

Why would a small firm most likely assign key accounts to top sales executives rather than set up a separate department for key accounts?

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

In Valerie's company,she manages the sales force but hiring,training and company relations with distributors are managed by other company specialists.Valerie is in a(an)

Manufacturers' representatives:

The most troubling problems with a separate sales force for key accounts concern a prima donna attitude among members.

Lisa inherits a sales force that does what it wants.She wants to increase her control.How can a she control her sales force?

Team selling:

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

One of the criteria for selecting a sales representative is finding someone with compatible product lines.

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

Generally,the employment of staff specialists is justified only when:

The theory of transaction cost analysis (TCA)states that when substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering the independent agents are likely to be lower than the costs of hiring and managing a sales force.

Logistical alliances involve the development of computerized information and ordering systems.

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

What is the first key building block in starting a new sales force?

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.

Fiona is creating a new sales force.To develop an effective sales force she will

The key to successful team selling lies in:

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