| 1 | In Brenda’s company, she manages all functions related to the sales force and reports directly to the regional sales manager. Brenda is in a |
|||
| A) |
Organization by customer type | |||
| B) |
Line and staff organization | |||
| C) |
Organization by selling function | |||
| D) |
Geographic organization | |||
| E) |
Line organization | |||
| 2 | In a _________________ form of vertical organization structure, several sales management activities such as personnel selection, training, and distributor relations are assigned to separate staff specialists. |
|||
| A) |
Organization by customer type | |||
| B) |
Geographic organization | |||
| C) |
Organization by selling function | |||
| D) |
Line and staff organization | |||
| E) |
Organization by product type | |||
| 3 | Which of the following questions that must be answered as an organization determines its sales force organization? |
|||
| A) |
Who should be responsible for selling to major national accounts? | |||
| B) |
Should the company employ its own sales force or use manufacturers’ representatives? | |||
| C) |
What is the appropriate span of control for each sales executive? | |||
| D) |
How many different sales forces should the company have? | |||
| E) |
All of the above | |||
| 4 | Manufacturers’ representatives: |
|||
| A) |
Do not take ownership of the merchandise they sell for manufacturers | |||
| B) |
Do not take physical possession of the goods they sell | |||
| C) |
Specialize in the type of products they handle | |||
| D) |
Have no authority to modify their principals’ instructions concerning price or terms of sale | |||
| E) |
All of the above | |||
| 5 | Selling agents differ from manufacturer’s reps in that they: |
|||
| A) |
Are compensated solely by salary from their principals | |||
| B) |
Act as the representative for the entire output of the principal | |||
| 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) |
Have no input regarding the manufacturer’s marketing programs | |||
| 6 | Which of the following is NOT one of the six C’s of finding the right sales representative? |
|||
| A) |
Compatible lines | |||
| B) |
Compatible territories | |||
| C) |
Credibility of the rep | |||
| D) |
Control of the rep | |||
| E) |
Capabilities of the rep | |||
| 7 | Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true? |
|||
| A) |
The fixed costs of using independent agents are higher than those of using a company sales force. | |||
| B) |
The variable costs of using independent agents do not change over time. | |||
| C) |
The variable costs of using independent agents are equal to the variable costs expended on an internal sales force. | |||
| D) |
In terms of cost efficiency, an internal sales force is always more expensive than independent agents. | |||
| E) |
The costs of using independent agents tend to rise faster as sales volumes increase. | |||
| 8 | Most marketing executives argue it is best to use sales representatives and selling agents |
|||
| A) |
In volatile marketing environments | |||
| B) |
When the company is small | |||
| C) |
For territories with low sales potential | |||
| D) |
When less control over selling efforts is needed | |||
| E) |
All of the above | |||
| 9 | Brad is shifting his sales force to a geographic organization. He knows the major disadvantage of geographic organization is |
|||
| A) |
Lack of division and specialization of labor | |||
| B) |
Higher costs | |||
| C) |
More levels of management are needed | |||
| D) |
Increased customer confusion | |||
| E) |
All of the above are disadvantages | |||
| 10 | The major advantage of organizing the sales force by product is: |
|||
| A) |
Salespeople can develop familiarity with highly technical products | |||
| B) |
Lower cost | |||
| C) |
It requires fewer sales management personnel than a geographic organization | |||
| D) |
It can avoid in duplication of sales effort | |||
| E) |
It allows salespeople to travel less | |||
| 11 | Glenn is creating sales positions for government and industrial customers. He knows the advantage of organizing sales efforts by customer type is |
|||
| A) |
Lower selling expenses | |||
| B) |
Reduced confusion among customers | |||
| C) |
Better understanding of customers’ needs and requirements | |||
| D) |
Reduced overlap among sales force members | |||
| E) |
Increased senior management communication | |||
| 12 | Reginald divides his sales force into prospectors and salespeople who assist existing customer service. He is organizing his sales force by |
|||
| A) |
Team selling | |||
| B) |
Geographic area | |||
| C) |
Product | |||
| D) |
Selling function | |||
| E) |
Matrix organizations | |||
| 13 | Cameron encourages his sales force to use more telemarketing as part of their sales efforts. He tells them telemarketing can be used for all of the following EXCEPT |
|||
| A) |
Prospecting | |||
| B) |
National key accounts | |||
| C) |
Servicing existing accounts | |||
| D) |
Seeking repeat purchases from existing accounts | |||
| E) |
Gaining quicker communication of newsworthy developments | |||
| 14 | Many companies have national or key account sales positions because servicing major accounts may require |
|||
| A) |
More experience | |||
| B) |
More expertise | |||
| C) |
Greater organizational authority | |||
| D) |
All of the above | |||
| E) |
None of the above | |||
| 15 | One of the benefits of team selling is |
|||
| A) |
Higher commissions | |||
| B) |
People with similar interests can speak directly with one another. | |||
| C) |
Reduced costs | |||
| D) |
Lowered role ambiguity | |||
| E) |
All of the above | |||
| 16 | Team selling can result in problems with coordination, motivation, and |
|||
| A) |
Manufacturer’s representatives needs | |||
| B) |
Matrix logistical alliance control | |||
| C) |
Compensation of team members | |||
| D) |
Co-marketing production scheduling | |||
| E) |
All of the above | |||
| 17 | Top-to-top is ________________ selling, a variation of team selling, using 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. |
|||
| A) |
Line organization | |||
| B) |
Key account | |||
| C) |
Co-marketing | |||
| D) |
Multilevel | |||
| E) |
Logistical alliance | |||
| 18 | When customers purchase large quantities of salsa at a supermarket it automatically creates a reorder from the manufacturer. This is an example of a |
|||
| A) |
Line organization | |||
| B) |
Key account | |||
| C) |
Co-marketing | |||
| D) |
Multilevel | |||
| E) |
Logistical alliance | |||
| 19 | Jennifer is assessing the vertical structure in her sales organization. The two key questions she will answer are, how many levels of sales managers should there be and |
|||
| A) |
When should salespeople report for work ? | |||
| B) |
How many people should each manager supervise? | |||
| C) |
How often should sales managers report to senior executives? | |||
| D) |
Where to locate the sales staff support? | |||
| E) |
What products will be sold? | |||
| 20 | Which of the following is one of the key building blocks to starting a sales force? |
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| A) |
Define the sales force’s mission. | |||
| B) |
Leverage existing organizational strengths. | |||
| C) |
Develop compensation plans that motivate. | |||
| D) |
Provide support. | |||
| E) |
All of the above | |||
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