Question 1

Which of the following statements about the selling responsibilities of the sales manager is true?

Accepted Answer

A) Sales managers often prefer to remain active in selling activities 
B) Sales managers are usually not qualified to sell 
C) Once a salesperson is promoted to management,he or she should not remain active in selling activities 
D) It is more important for sales managers in larger firms to remain active in selling,than those in smaller firms 
E) Most sales managers devote the largest percentage of their time to face-to-face selling 
A) Sales managers often prefer to remain active in selling activities 
B) Sales managers are usually not qualified to sell 
C) Once a salesperson is promoted to management,he or she should not remain active in selling activities 
D) It is more important for sales managers in larger firms to remain active in selling,than those in smaller firms 
E) Most sales managers devote the largest percentage of their time to face-to-face selling

Question 2

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

Accepted Answer

A) The activities of the sales force must be integrated with the needs and concerns of customers 
B) The firm's selling activities must be coordinated with those of other departments 
C) If the firm's selling tasks are divided among specialized units,all those tasks must be integrated 
D) All of the above 
E) None of the above 
A) The activities of the sales force must be integrated with the needs and concerns of customers 
B) The firm's selling activities must be coordinated with those of other departments 
C) If the firm's selling tasks are divided among specialized units,all those tasks must be integrated 
D) All of the above 
E) None of the above

Question 3

From the seller's point of view,a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

Accepted Answer

A) Requiring separate policies and procedures for each sales force 
B) Reducing overall personnel costs 
C) Reducing the costs expended to reach small customers 
D) Reducing the amount of contact between buyer and seller 
E) Doing none of the above 
A) Requiring separate policies and procedures for each sales force 
B) Reducing overall personnel costs 
C) Reducing the costs expended to reach small customers 
D) Reducing the amount of contact between buyer and seller 
E) Doing none of the above

Question 4

The major disadvantage of a sales force organized by product type is duplication of effort.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements about the use of a separate sales force to handle key accounts is true?

Accepted Answer

A) This is a relatively low cost approach for making sure someone services the company's largest customers high in the organizational hierarchy 
B) National sales force members are always treated as equal to the company's regular sales force 
C) The national sales force typically consists of the company's most experienced and talented salespeople 
D) The national sales force is typically overworked because of the demands placed on it by its major accounts 
E) In many companies,the regular sales force serves as a motivator to the national sales force 
A) This is a relatively low cost approach for making sure someone services the company's largest customers high in the organizational hierarchy 
B) National sales force members are always treated as equal to the company's regular sales force 
C) The national sales force typically consists of the company's most experienced and talented salespeople 
D) The national sales force is typically overworked because of the demands placed on it by its major accounts 
E) In many companies,the regular sales force serves as a motivator to the national sales force

Question 6

Organization of the sales force by customer type:

Accepted Answer

A) Produces lower administrative costs than organizations with a product orientation 
B) Can cause customers to become frustrated and/or confused 
C) Eliminates any duplication of sales effort 
D) Would indicate that the individual members of the sales force would sell different products even if operating in neighboring communities 
E) Is declining in popularity because of cost disadvantages 
A) Produces lower administrative costs than organizations with a product orientation 
B) Can cause customers to become frustrated and/or confused 
C) Eliminates any duplication of sales effort 
D) Would indicate that the individual members of the sales force would sell different products even if operating in neighboring communities 
E) Is declining in popularity because of cost disadvantages

Question 7

An account executive with a global team of salespeople and support of functional resources creates multi level selling.

Accepted Answer

A) True 
 B)False

Question 8

The major disadvantage of geographic sales organization is its emphasis on specialization of labor.

Accepted Answer

A) True 
 B)False

Question 9

How does telemarketing fit within a sales strategy?

Accepted Answer

Telemarketing is good for pros

Question 10

Which of the following questions that must be answered as an organization determines its sales force organization?

Accepted Answer

A) Who should be responsible for selling to senior management within the organization? 
B) Should the company employ its own sales force or use manufacturers' representatives? 
C) What is the appropriate span of control for each production manager? 
D) How should the accounting department be integrated into sales? 
E) Should senior salespeople only sell to seniors? 
A) Who should be responsible for selling to senior management within the organization? 
B) Should the company employ its own sales force or use manufacturers' representatives? 
C) What is the appropriate span of control for each production manager? 
D) How should the accounting department be integrated into sales? 
E) Should senior salespeople only sell to seniors?

Which of the following statements about the selling responsibilities of the sales manager is true?

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

From the seller's point of view,a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

The major disadvantage of a sales force organized by product type is duplication of effort.

Which of the following statements about the use of a separate sales force to handle key accounts is true?

Organization of the sales force by customer type:

An account executive with a global team of salespeople and support of functional resources creates multi level selling.

The major disadvantage of geographic sales organization is its emphasis on specialization of labor.

How does telemarketing fit within a sales strategy?

Which of the following questions that must be answered as an organization determines its sales force organization?

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 the selling responsibilities of the sales manager is true?

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

From the seller's point of view,a combination of inside and outside sales force offers a way to improve the overall efficiency of sales effort by:

The major disadvantage of a sales force organized by product type is duplication of effort.

Which of the following statements about the use of a separate sales force to handle key accounts is true?

Organization of the sales force by customer type:

An account executive with a global team of salespeople and support of functional resources creates multi level selling.

The major disadvantage of geographic sales organization is its emphasis on specialization of labor.

How does telemarketing fit within a sales strategy?

Which of the following questions that must be answered as an organization determines its sales force organization?

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