Question 1

Telemarketing in business-to-business markets:

Accepted Answer

A) Is used to increase the productivity of a firm's sales efforts 
B) Is typically despised by customers 
C) Is a form of organization by customer 
D) Is not an appropriate tool for repeat purchases 
E) Uses the problem-solving approach to selling 
A) Is used to increase the productivity of a firm's sales efforts 
B) Is typically despised by customers 
C) Is a form of organization by customer 
D) Is not an appropriate tool for repeat purchases 
E) Uses the problem-solving approach to selling

Question 2

How many people each sales manager supervises' is called a manager's spam of control.

Accepted Answer

A) True 
 B)False

Question 3

What are some of the problems associated with team selling?

Accepted Answer

Coordination,motivation and co

Question 4

Which of the following statements about national and key accounts is true?

Accepted Answer

A) National accounts often require more detailed and sophisticated treatment than smaller customers 
B) Salespeople who handle national accounts typically receive the same or lower commission rates than salespeople who handle smaller accounts 
C) Having national accounts greatly complicates the coordination of selling activities 
D) The trend toward decentralized purchasing has accelerated the development of national and key accounts 
E) All of the above statements about national and key accounts are true 
A) National accounts often require more detailed and sophisticated treatment than smaller customers 
B) Salespeople who handle national accounts typically receive the same or lower commission rates than salespeople who handle smaller accounts 
C) Having national accounts greatly complicates the coordination of selling activities 
D) The trend toward decentralized purchasing has accelerated the development of national and key accounts 
E) All of the above statements about national and key accounts are true

Question 5

Why would buyers agree to a logistical alliance?

Accepted Answer

A) To reduce the number of people they have to keep track of 
B) It is convenient and flexible 
C) Alliances result in lower prices 
D) Alliances commit the seller to selling more to the customer 
E) They prefer to interact with salespeople 
A) To reduce the number of people they have to keep track of 
B) It is convenient and flexible 
C) Alliances result in lower prices 
D) Alliances commit the seller to selling more to the customer 
E) They prefer to interact with salespeople

Question 6

Organization of the sales force by customer type:

Accepted Answer

A) Has the same disadvantages as those associated with organization by product 
B) Allows the use of different selling approaches for different types of customers 
C) Is a natural extension of the market concept 
D) Should be used when a company wants to implement a market penetration strategy 
E) Is accurately described by all of the above 
A) Has the same disadvantages as those associated with organization by product 
B) Allows the use of different selling approaches for different types of customers 
C) Is a natural extension of the market concept 
D) Should be used when a company wants to implement a market penetration strategy 
E) Is accurately described by all of the above

Question 7

Most marketing executives argue it is best to use sales representatives and selling agents

Accepted Answer

A) In stable marketing environments 
B) When the company is large 
C) For territories with low sales potential 
D) When greater control over selling efforts is needed 
E) All of the above 
A) In stable marketing environments 
B) When the company is large 
C) For territories with low sales potential 
D) When greater control over selling efforts is needed 
E) All of the above

Question 8

_____ selling,a variation of team selling,uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.

Accepted Answer

A) Functional 
B) Key account 
C) Co-marketing 
D) Multilevel 
E) Logistical alliance 
A) Functional 
B) Key account 
C) Co-marketing 
D) Multilevel 
E) Logistical alliance

Question 9

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

Accepted Answer

A) Prospecting 
B) Providing technical assistance 
C) Negotiation 
D) Repeat purchases 
E) Speeding up marketing communications 
A) Prospecting 
B) Providing technical assistance 
C) Negotiation 
D) Repeat purchases 
E) Speeding up marketing communications

Question 10

Organization of the sales force by product:

Accepted Answer

A) Is not advisable for companies selling highly technical products 
B) Is best used when cost is the deciding factor on which organizationally structure to use 
C) Requires fewer sales management personnel and lower administrative costs than a geographic organization 
D) Can result in duplication of sales effort 
E) Is most commonly used by firms that manufacture only one product line 
A) Is not advisable for companies selling highly technical products 
B) Is best used when cost is the deciding factor on which organizationally structure to use 
C) Requires fewer sales management personnel and lower administrative costs than a geographic organization 
D) Can result in duplication of sales effort 
E) Is most commonly used by firms that manufacture only one product line

Question 11

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 12

Selling agents:

Accepted Answer

A) Are compensated solely by commissions from their principals 
B) Act as their principals' representative in a specific and limited territory and specialize in a limited range of products 
C) Take ownership of the merchandise they sell for manufacturers 
D) Have no authority to modify their principals' instructions concerning price or terms of sale 
E) Perform the same functions as manufacturers' reps for their principals 
A) Are compensated solely by commissions from their principals 
B) Act as their principals' representative in a specific and limited territory and specialize in a limited range of products 
C) Take ownership of the merchandise they sell for manufacturers 
D) Have no authority to modify their principals' instructions concerning price or terms of sale 
E) Perform the same functions as manufacturers' reps for their principals

Question 13

What is transaction cost analysis? What does it imply for sales managers?

Accepted Answer

Transaction cost analysis states that wh

Question 14

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) Do 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) Do all of the above

Question 15

The theory of transaction cost analysis states that:

Accepted Answer

A) Short-term increases in sales volume will eliminate any switching costs acquired as the result of replacing an independent agent with an internal sales force 
B) The costs of product failure will be minimized with the use of an independent agent and maximized with an internal sales force 
C) When substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering independent agents is likely to be higher than the costs of hiring and managing an internal sales force 
D) Costs of using and administering independent agents tend to rise faster as the manufacturer's sales volume increases 
E) When substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering independent agents is likely to be lower than the costs of hiring and managing an internal sales force 
A) Short-term increases in sales volume will eliminate any switching costs acquired as the result of replacing an independent agent with an internal sales force 
B) The costs of product failure will be minimized with the use of an independent agent and maximized with an internal sales force 
C) When substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering independent agents is likely to be higher than the costs of hiring and managing an internal sales force 
D) Costs of using and administering independent agents tend to rise faster as the manufacturer's sales volume increases 
E) When substantial transaction-specific assets are necessary to sell a manufacturer's product,the costs of using and administering independent agents is likely to be lower than the costs of hiring and managing an internal sales force

Question 16

A company that has organized its sales force into telemarketers and outside field salespeople has organized by selling function.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following sales-related function is the least visible but most important?

Accepted Answer

A) Installation and delivery 
B) Special product design and engineering 
C) Repair and maintenance 
D) Information gathering 
E) Order processing and expediting 
A) Installation and delivery 
B) Special product design and engineering 
C) Repair and maintenance 
D) Information gathering 
E) Order processing and expediting

Question 18

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 19

Compare the four common bases for structuring sales efforts in an organization.What are the advantages and disadvantages of each?

Accepted Answer

Geographic:advantages-tends to be lowest

Question 20

Manufacturers' representatives are intermediaries who take neither ownership nor physical possession of the goods they sell,but concentrate instead on the selling function.

Accepted Answer

A) True 
 B)False

Telemarketing in business-to-business markets:

How many people each sales manager supervises' is called a manager's spam of control.

What are some of the problems associated with team selling?

Which of the following statements about national and key accounts is true?

Why would buyers agree to a logistical alliance?

Organization of the sales force by customer type:

Most marketing executives argue it is best to use sales representatives and selling agents

_____ selling,a variation of team selling,uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

Organization of the sales force by product:

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

Selling agents:

What is transaction cost analysis? What does it imply for sales managers?

Sales staff executives are commonly used to:

The theory of transaction cost analysis states that:

A company that has organized its sales force into telemarketers and outside field salespeople has organized by selling function.

Which of the following sales-related function is the least visible but most important?

One of the benefits of team selling is

Compare the four common bases for structuring sales efforts in an organization.What are the advantages and disadvantages of each?

Manufacturers' representatives are intermediaries who take neither ownership nor physical possession of the goods they sell,but concentrate instead on the selling function.

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

Telemarketing in business-to-business markets:

How many people each sales manager supervises' is called a manager's spam of control.

What are some of the problems associated with team selling?

Which of the following statements about national and key accounts is true?

Why would buyers agree to a logistical alliance?

Organization of the sales force by customer type:

Most marketing executives argue it is best to use sales representatives and selling agents

_____ selling,a variation of team selling,uses an ad hoc arrangement where individuals at different organizational levels are responsible for maintaining a key relationship with the customer but not as part of an established team.

Telemarketing has proven to be useful in performing all of the following activities EXCEPT:

Organization of the sales force by product:

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

Selling agents:

What is transaction cost analysis? What does it imply for sales managers?

Sales staff executives are commonly used to:

The theory of transaction cost analysis states that:

A company that has organized its sales force into telemarketers and outside field salespeople has organized by selling function.

Which of the following sales-related function is the least visible but most important?

One of the benefits of team selling is

Compare the four common bases for structuring sales efforts in an organization.What are the advantages and disadvantages of each?

Manufacturers' representatives are intermediaries who take neither ownership nor physical possession of the goods they sell,but concentrate instead on the selling function.

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