Question 1

Bill is the sales force manager for Mega brands. He is in the process of assessing the strengths and weaknesses of the sales force and corporate support for the selling effort. Bill is conducting a(n)______________ .

Accepted Answer

A)  external situation analysis 
B)  internal situation analysis 
C)  job description 
D)  performance evaluation

Question 2

By controlling the communication a salesperson keeps the customer from asking questions that might be difficult to address. Therefore, by eliminating the problem of overcoming objections, sales are facilitated.

Accepted Answer

A) True 
 B)False

Question 3

Typically, a sales force is structured around product lines, geographic territory or

Accepted Answer

A)  type of customer. 
B)  sales force competency. 
C)  sales force qualifications. 
D)  profitability of territories.

Exam 14: Personal Selling and Sales Management

Bill is the sales force manager for Mega brands. He is in the process of assessing the strengths and weaknesses of the sales force and corporate support for the selling effort. Bill is conducting a(n) ______________ .

By controlling the communication a salesperson keeps the customer from asking questions that might be difficult to address. Therefore, by eliminating the problem of overcoming objections, sales are facilitated.

Typically, a sales force is structured around product lines, geographic territory or