Question 1

All of the following are consequences of ineffective territory design except

Accepted Answer

A)  a salesperson might get frustrated because there is little potential for generating additional sales in his or her territory. 
B)  the firm could lose sales opportunities because of a lack of selling attention. 
C)  a salesperson may not be motivated to develop the potential of the territory and instead merely "skim the cream" from the best accounts. 
D)  all salespeople have equal opportunities for generating sales and profits. 
E)  too much sales effort being expended for the level of sales opportunity that exists. 
A)  a salesperson might get frustrated because there is little potential for generating additional sales in his or her territory. 
B)  the firm could lose sales opportunities because of a lack of selling attention. 
C)  a salesperson may not be motivated to develop the potential of the territory and instead merely "skim the cream" from the best accounts. 
D)  all salespeople have equal opportunities for generating sales and profits. 
E)  too much sales effort being expended for the level of sales opportunity that exists.

Question 2

Global account management focuses on meeting the needs of specific accounts with multiple locations throughout a large region or entire country.

Accepted Answer

A) True 
 B)False

Question 3

The most rigorous approach for calculating salesforce size is the

Accepted Answer

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

Question 4

Centralization is most appropriate when sales organization activities are routine and repetitive.

Accepted Answer

A) True 
 B)False

Question 5

The basic idea behind specialization is that

Accepted Answer

A)  certain individuals are more ideally suited for some types of jobs than others. 
B)  if individuals can concentrate on a limited number of activities, they can become experts on those tasks. 
C)  division of labor will lead to the most cost-effective selling effort possible. 
D)  when salespeople become experts on certain products, integrating the efforts of different salesforces becomes easier. 
E)  customers would rather speak with a salesperson that specializes in selling one product. 
A)  certain individuals are more ideally suited for some types of jobs than others. 
B)  if individuals can concentrate on a limited number of activities, they can become experts on those tasks. 
C)  division of labor will lead to the most cost-effective selling effort possible. 
D)  when salespeople become experts on certain products, integrating the efforts of different salesforces becomes easier. 
E)  customers would rather speak with a salesperson that specializes in selling one product.

Question 6

One advantage of a market organization structure is that there is no geographic duplication,

Accepted Answer

A) True 
 B)False

Question 7

High cost is one disadvantage of the market specialization sales organization structure.

Accepted Answer

A) True 
 B)False

Question 8

Decisions in one salesforce deployment area do not affect decisions in other areas.

Accepted Answer

A) True 
 B)False

Question 9

When there is a high level of environmental uncertainty and when adaptability is critical to achieving performance objectives, a ___________ sales organization structure is suggested.

Accepted Answer

A)  decentralized 
B)  generalized 
C)  specialized 
D)  centralized 
E)  flat 
A)  decentralized 
B)  generalized 
C)  specialized 
D)  centralized 
E)  flat

Question 10

Specialized salesforces within the same sales organization must be structured in the same manner.

Accepted Answer

A) True 
 B)False

Question 11

The major advantage of the incremental approach is that it quantifies the important relationships between salesforce size, sales, and costs.

Accepted Answer

A) True 
 B)False

Question 12

According to the text, salesforce size decisions require consideration of _________ issues.

Accepted Answer

A)  marketing 
B)  production 
C)  finance 
D)  accounting 
E)  people 
A)  marketing 
B)  production 
C)  finance 
D)  accounting 
E)  people

Question 13

This sales effort allocation model calculates the optimal allocation of sales calls to accounts that will maximize total firm sales:

Accepted Answer

A)  multiple factor model. 
B)  decision model. 
C)  historical model. 
D)  single factor model. 
E)  portfolio model. 
A)  multiple factor model. 
B)  decision model. 
C)  historical model. 
D)  single factor model. 
E)  portfolio model.

Question 14

A specialized structure is best when all of the following exist except

Accepted Answer

A)  environmental uncertainty is low. 
B)  environmental uncertainty is high. 
C)  salespeople and sales managers must perform creative and nonroutine activities. 
D)  adaptability is critical to achieving performance objectives. 
A)  environmental uncertainty is low. 
B)  environmental uncertainty is high. 
C)  salespeople and sales managers must perform creative and nonroutine activities. 
D)  adaptability is critical to achieving performance objectives.

Question 15

Outsourcing the salesforce is an attractive option if a company needs salespeople quickly.

Accepted Answer

A) True 
 B)False

Question 16

Increasing salesforce size at the right time can provide a firm with a competitive advantage.

Accepted Answer

A) True 
 B)False

Question 17

Research indicates that the effectiveness of the strategic account salesforce depends upon all of the following except

Accepted Answer

A)  the esprit de corps of those serving the strategic account. 
B)  access to sales and marketing resources. 
C)  the number of activities performed with the strategic account. 
D)  top management involvement. 
E)  formalization of the strategic account salesforce approach. 
A)  the esprit de corps of those serving the strategic account. 
B)  access to sales and marketing resources. 
C)  the number of activities performed with the strategic account. 
D)  top management involvement. 
E)  formalization of the strategic account salesforce approach.

Question 18

The following formula is used to calculate salesforce size for this approach:
Number of salespeople =
Total Selling Effort Needed
Average Selling Effort 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 19

The appropriate type of salesforce specialization depends on all of the following except

Accepted Answer

A)  the similarity of customer needs. 
B)  the professionalism of the salesforce. 
C)  whether the economy is growing or not. 
D)  the complexity of products offered by the firm. 
E)  characteristics of the market environment. 
A)  the similarity of customer needs. 
B)  the professionalism of the salesforce. 
C)  whether the economy is growing or not. 
D)  the complexity of products offered by the firm. 
E)  characteristics of the market environment.

Question 20

In product specialization, salespeople are assigned specific types of customers and required to satisfy all needs of these customers.

Accepted Answer

A) True 
 B)False

All of the following are consequences of ineffective territory design except

Global account management focuses on meeting the needs of specific accounts with multiple locations throughout a large region or entire country.

The most rigorous approach for calculating salesforce size is the

Centralization is most appropriate when sales organization activities are routine and repetitive.

The basic idea behind specialization is that

One advantage of a market organization structure is that there is no geographic duplication,

High cost is one disadvantage of the market specialization sales organization structure.

Decisions in one salesforce deployment area do not affect decisions in other areas.

When there is a high level of environmental uncertainty and when adaptability is critical to achieving performance objectives, a ___________ sales organization structure is suggested.

Specialized salesforces within the same sales organization must be structured in the same manner.

The major advantage of the incremental approach is that it quantifies the important relationships between salesforce size, sales, and costs.

According to the text, salesforce size decisions require consideration of _________ issues.

This sales effort allocation model calculates the optimal allocation of sales calls to accounts that will maximize total firm sales:

A specialized structure is best when all of the following exist except

Outsourcing the salesforce is an attractive option if a company needs salespeople quickly.

Increasing salesforce size at the right time can provide a firm with a competitive advantage.

Research indicates that the effectiveness of the strategic account salesforce depends upon all of the following except

The following formula is used to calculate salesforce size for this approach: Number of salespeople = Total Selling Effort Needed Average Selling Effort Per Salesperson

The appropriate type of salesforce specialization depends on all of the following except

In product specialization, salespeople are assigned specific types of customers and required to satisfy all needs of these customers.

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

All of the following are consequences of ineffective territory design except

Global account management focuses on meeting the needs of specific accounts with multiple locations throughout a large region or entire country.

The most rigorous approach for calculating salesforce size is the

Centralization is most appropriate when sales organization activities are routine and repetitive.

The basic idea behind specialization is that

One advantage of a market organization structure is that there is no geographic duplication,

High cost is one disadvantage of the market specialization sales organization structure.

Decisions in one salesforce deployment area do not affect decisions in other areas.

When there is a high level of environmental uncertainty and when adaptability is critical to achieving performance objectives, a ___________ sales organization structure is suggested.

Specialized salesforces within the same sales organization must be structured in the same manner.

The major advantage of the incremental approach is that it quantifies the important relationships between salesforce size, sales, and costs.

According to the text, salesforce size decisions require consideration of _________ issues.

This sales effort allocation model calculates the optimal allocation of sales calls to accounts that will maximize total firm sales:

A specialized structure is best when all of the following exist except

Outsourcing the salesforce is an attractive option if a company needs salespeople quickly.

Increasing salesforce size at the right time can provide a firm with a competitive advantage.

Research indicates that the effectiveness of the strategic account salesforce depends upon all of the following except

The following formula is used to calculate salesforce size for this approach: Number of salespeople = Total Selling Effort Needed Average Selling Effort Per Salesperson

The appropriate type of salesforce specialization depends on all of the following except

In product specialization, salespeople are assigned specific types of customers and required to satisfy all needs of these customers.

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