Exam 3: Sales Organization Structure and Salesforce Deployment

The selection of the appropriate planning and control unit represents a tradeoff between what is desired and data or computational considerations.

(True/False)

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Question 41

The three basic analytical approaches used in selling effort allocation decisions are the

(Multiple Choice)

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Question 42

Line managers are directly involved in the sales-generation activities of the firm.

(True/False)

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Question 43

Which of the following statements regarding sales organization structure is false?

(Multiple Choice)

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Question 44

Companies that are focusing on serving current customers and achieving limited growth during slow economic times might increase salesforce size as a way to lower costs.

(True/False)

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Question 45

The sales organization structure may have to be changed as the selling situation changes.

(True/False)

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Question 46

A _________ structure facilitates decision making in the field and encourages the development of relationships with customers.

(Multiple Choice)

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Question 47

Trends from transactions to relations, individuals to teams, and management to leadership are producing a more ______ organization in many sales organizations.

(Multiple Choice)

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Question 48

________ serves the needs of strategic customers with locations around the world.

(Multiple Choice)

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Question 49

A ____________________ represents a type of market specialization based on account size and complexity.

(Multiple Choice)

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Question 50

A decentralized organization structure is one where authority and responsibility are placed at higher management levels.

(True/False)

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Question 51

Decisions regarding the allocation of selling effort, salesforce size, and design of territories should be addressed

(Multiple Choice)

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Question 52

A hybrid form of sales organization structure is one in which the disadvantages have begun to outweigh the advantages and a new structure should be developed.

(True/False)

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Question 53

Productivity is normally defined as

(Multiple Choice)

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Question 54

The most often used measure of opportunity in planning and control units is

(Multiple Choice)

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Question 55

The smaller the span of control, the more subordinates that a sales manager must supervise.

(True/False)

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Question 56

Staff sales management positions are less specialized than line sales management positions.

(True/False)

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Question 57

According to the text, research indicates that global account management programs can improve customer satisfaction by 50% and increase sales and profits by 75% or more.

(True/False)

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Question 58

An account can be considered complex under any of the following circumstances except when

(Multiple Choice)

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Question 59

Although the appropriate sales organization structure depends on the specific characteristics of a firm's selling situation, research evidence suggests that the structures remain steady as a business goes through its life cycle.

(True/False)

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Question 60

Showing 41 - 60 of 181

The selection of the appropriate planning and control unit represents a tradeoff between what is desired and data or computational considerations.

The three basic analytical approaches used in selling effort allocation decisions are the

Line managers are directly involved in the sales-generation activities of the firm.

Which of the following statements regarding sales organization structure is false?

Companies that are focusing on serving current customers and achieving limited growth during slow economic times might increase salesforce size as a way to lower costs.

The sales organization structure may have to be changed as the selling situation changes.

A _________ structure facilitates decision making in the field and encourages the development of relationships with customers.

Trends from transactions to relations, individuals to teams, and management to leadership are producing a more ______ organization in many sales organizations.

________ serves the needs of strategic customers with locations around the world.

A ____________________ represents a type of market specialization based on account size and complexity.

A decentralized organization structure is one where authority and responsibility are placed at higher management levels.

Decisions regarding the allocation of selling effort, salesforce size, and design of territories should be addressed

A hybrid form of sales organization structure is one in which the disadvantages have begun to outweigh the advantages and a new structure should be developed.

Productivity is normally defined as

The most often used measure of opportunity in planning and control units is

The smaller the span of control, the more subordinates that a sales manager must supervise.

Staff sales management positions are less specialized than line sales management positions.

According to the text, research indicates that global account management programs can improve customer satisfaction by 50% and increase sales and profits by 75% or more.

An account can be considered complex under any of the following circumstances except when

Although the appropriate sales organization structure depends on the specific characteristics of a firm's selling situation, research evidence suggests that the structures remain steady as a business goes through its life cycle.

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