Question 1

The terms strategic account, key account and major account can be used interchangeably.

Accepted Answer

A) True 
 B)False

Question 2

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, the number of activities performed with the strategic account.

Accepted Answer

A) True 
 B)False

Question 3

"People considerations" should have little influence in making salesforce deployment decisions.

Accepted Answer

A) True 
 B)False

Question 4

An arrangement in which there is geographic duplication, but the salespeople call on different accounts, would be specialization by

Accepted Answer

A)  geography. 
B)  market. 
C)  product. 
D)  function. 
E)  districts. 
A)  geography. 
B)  market. 
C)  product. 
D)  function. 
E)  districts.

Question 5

In general, management should use the largest planning and control unit that is feasible.

Accepted Answer

A) True 
 B)False

Question 6

The first step in territory design is to analyze the planning and control unit opportunity.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following decisions can be regarded as the starting point in a comprehensive salesforce deployment approach?

Accepted Answer

A)  Deciding how many salespeople are required to provide the desired amount of selling effort. 
B)  Deciding how territories should be designed to ensure proper coverage of accounts. 
C)  Deciding how much selling effort is needed to cover accounts and prospects so that sales and profit objectives will be achieved. 
D)  Deciding how to provide each salesperson with a reasonable opportunity for success. 
E)  Deciding how many sales calls each salesperson should make on an annual basis. 
A)  Deciding how many salespeople are required to provide the desired amount of selling effort. 
B)  Deciding how territories should be designed to ensure proper coverage of accounts. 
C)  Deciding how much selling effort is needed to cover accounts and prospects so that sales and profit objectives will be achieved. 
D)  Deciding how to provide each salesperson with a reasonable opportunity for success. 
E)  Deciding how many sales calls each salesperson should make on an annual basis.

Question 8

The overall objective of territory design is to

Accepted Answer

A)  motivate salespeople to their fullest potential. 
B)  ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. 
C)  evaluate the workload for each territory. 
D)  group the planning and control units into territories that are as equal as possible in opportunity. 
E)  assess the potential sales that the firm might achieve in each planning and control unit. 
A)  motivate salespeople to their fullest potential. 
B)  ensure that all accounts are assigned salesperson responsibility and that each salesperson can adequately cover the assigned accounts. 
C)  evaluate the workload for each territory. 
D)  group the planning and control units into territories that are as equal as possible in opportunity. 
E)  assess the potential sales that the firm might achieve in each planning and control unit.

Question 9

Research shows that many firms could improve their performance by changing the size of their salesforce.

Accepted Answer

A) True 
 B)False

Question 10

When designing territories, the workload of each territory should be evaluated by

Accepted Answer

A)  the number of sales calls required to cover the accounts in the territory. 
B)  the amount of travel time in the territory. 
C)  the total number of accounts. 
D)  any factors that measure the amount of work required by a salesperson assigned to the territory. 
E)  all of the above. 
A)  the number of sales calls required to cover the accounts in the territory. 
B)  the amount of travel time in the territory. 
C)  the total number of accounts. 
D)  any factors that measure the amount of work required by a salesperson assigned to the territory. 
E)  all of the above.

Question 11

Sales management can focus on selling skill rather than selling effort by employing a generalized salesforce.

Accepted Answer

A) True 
 B)False

Question 12

The following formula is used to calculate salesforce size for this approach: Salesforce size = Forecasted sales/Average sales per salesperson

Accepted Answer

A)  incremental method. 
B)  decision method. 
C)  workload method. 
D)  productivity method. 
E)  breakdown method. 
A)  incremental method. 
B)  decision method. 
C)  workload method. 
D)  productivity method. 
E)  breakdown method.

Question 13

The least specialized and most generalized type of salesforce is one that is

Accepted Answer

A)  product specialized. 
B)  market specialized. 
C)  geographically specialized. 
D)  functionally specialized. 
E)  strategic account specialized. 
A)  product specialized. 
B)  market specialized. 
C)  geographically specialized. 
D)  functionally specialized. 
E)  strategic account specialized.

Question 14

Four account opportunity categories mentioned in the text are: repurchase, redesign, expansion and innovation.

Accepted Answer

A) True 
 B)False

Question 15

One key consideration in territory design is the productive deployment of selling effort within each territory.

Accepted Answer

A) True 
 B)False

Question 16

The basic objective of market specialization is to ensure that salespeople understand how customers use and purchase their products.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following statements regarding a staff sales management position is false?

Accepted Answer

A)  Staff sales management positions are more specialized than line sales management positions. 
B)  Staff sales management positions are not in the direct chain of command in the sales organization structure. 
C)  Those is staff sales management positions are directly involved in the sales-generating activities of the firm. 
D)  Those is staff sales management positions are responsible for only certain sales management functions (e.g., recruiting and selecting, training, etc.). 
A)  Staff sales management positions are more specialized than line sales management positions. 
B)  Staff sales management positions are not in the direct chain of command in the sales organization structure. 
C)  Those is staff sales management positions are directly involved in the sales-generating activities of the firm. 
D)  Those is staff sales management positions are responsible for only certain sales management functions (e.g., recruiting and selecting, training, etc.).

Question 18

When a firm's competitive position is weak, and account opportunity is low, the selling effort strategy should be to:

Accepted Answer

A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis. 
A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis.

Question 19

With regards to designing the sales organization, which one of the following is not an emerging trend?

Accepted Answer

A)  Many sales organizations are moving to some type of specialization. 
B)  Sales organization structures are flatter. 
C)  Sales managers typically have larger spans of control. 
D)  Sales management levels have been added. 
E)  Some staff positions have been eliminated. 
A)  Many sales organizations are moving to some type of specialization. 
B)  Sales organization structures are flatter. 
C)  Sales managers typically have larger spans of control. 
D)  Sales management levels have been added. 
E)  Some staff positions have been eliminated.

Question 20

Tall structures are most appropriate for decentralized organizations.

Accepted Answer

A) True 
 B)False

The terms strategic account, key account and major account can be used interchangeably.

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, the number of activities performed with the strategic account.

"People considerations" should have little influence in making salesforce deployment decisions.

An arrangement in which there is geographic duplication, but the salespeople call on different accounts, would be specialization by

In general, management should use the largest planning and control unit that is feasible.

The first step in territory design is to analyze the planning and control unit opportunity.

Which of the following decisions can be regarded as the starting point in a comprehensive salesforce deployment approach?

The overall objective of territory design is to

Research shows that many firms could improve their performance by changing the size of their salesforce.

When designing territories, the workload of each territory should be evaluated by

Sales management can focus on selling skill rather than selling effort by employing a generalized salesforce.

The following formula is used to calculate salesforce size for this approach: Salesforce size = Forecasted sales/Average sales per salesperson

The least specialized and most generalized type of salesforce is one that is

Four account opportunity categories mentioned in the text are: repurchase, redesign, expansion and innovation.

One key consideration in territory design is the productive deployment of selling effort within each territory.

The basic objective of market specialization is to ensure that salespeople understand how customers use and purchase their products.

Which of the following statements regarding a staff sales management position is false?

When a firm's competitive position is weak, and account opportunity is low, the selling effort strategy should be to:

With regards to designing the sales organization, which one of the following is not an emerging trend?

Tall structures are most appropriate for decentralized organizations.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 3: Sales Organization Structure and Salesforce Deployment

The terms strategic account, key account and major account can be used interchangeably.

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, the number of activities performed with the strategic account.

"People considerations" should have little influence in making salesforce deployment decisions.

An arrangement in which there is geographic duplication, but the salespeople call on different accounts, would be specialization by

In general, management should use the largest planning and control unit that is feasible.

The first step in territory design is to analyze the planning and control unit opportunity.

Which of the following decisions can be regarded as the starting point in a comprehensive salesforce deployment approach?

The overall objective of territory design is to

Research shows that many firms could improve their performance by changing the size of their salesforce.

When designing territories, the workload of each territory should be evaluated by

Sales management can focus on selling skill rather than selling effort by employing a generalized salesforce.

The following formula is used to calculate salesforce size for this approach: Salesforce size = Forecasted sales/Average sales per salesperson

The least specialized and most generalized type of salesforce is one that is

Four account opportunity categories mentioned in the text are: repurchase, redesign, expansion and innovation.

One key consideration in territory design is the productive deployment of selling effort within each territory.

The basic objective of market specialization is to ensure that salespeople understand how customers use and purchase their products.

Which of the following statements regarding a staff sales management position is false?

When a firm's competitive position is weak, and account opportunity is low, the selling effort strategy should be to:

With regards to designing the sales organization, which one of the following is not an emerging trend?

Tall structures are most appropriate for decentralized organizations.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters