Exam 3: Sales Organization Structure and Salesforce Deployment

As one moves down the organizational chart from national sales manager to district sales manager, the number of individuals to be supervised directly decreases.

(True/False)

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Question 101

Software is available that allows sales managers to evaluate many possible territory designs and to assess the impact of territory design changes easily.

(True/False)

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Question 102

To be considered as strategic, an account should be both and .

(Multiple Choice)

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Question 103

A hybrid sales organization structure is

(Multiple Choice)

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Question 104

In the simplest type of sales organization structure, the following situation would exist:

(Multiple Choice)

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Question 105

Account opportunity is defined as

(Multiple Choice)

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Question 106

The different ways in which strategic accounts can be served typically include all of the following except

(Multiple Choice)

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Question 107

The basic breakdown approach first determines how much selling effort is needed to adequately cover the firm's market and then calculates the number of salespeople required to provide this amount of selling effort.

(True/False)

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Question 108

Salesforce size decisions must also be consistent with the organizational strategy being implemented by a firm.

(True/False)

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Question 109

A strategic account is generally considered as one yielding a large amount of sales dollars and having a complex buying process.

(True/False)

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Question 110

Global account management serves the needs of strategic customers with locations around the world.

(True/False)

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Question 111

When the firm offers a complex range of products and customers have similar needs a ________ salesforce is recommended.

(Multiple Choice)

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Question 112

Geographic duplication is a disadvantage of a functional organization structure.

(True/False)

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Question 113

No one best way exists to structure a sales organization.

(True/False)

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Question 114

If the company evaluates the market potential of each account, classifies all accounts into A, B, C, and D market potential categories, and then calculates and evaluates the average number of sales calls to make to an account in each category, they are using this analytical method:

(Multiple Choice)

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Question 115

The senior leadership team typically micromanages their sales teams below.

(True/False)

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Question 116

Using a field salesforce to perform sales-generating activities and a telemarketing salesforce to perform account servicing activities is an example of

(Multiple Choice)

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Question 117

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, access to sales and marketing resources.

(True/False)

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Question 118

When determining salesforce size, it is important to consider

(Multiple Choice)

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Question 119

Management levels refer to the number of individuals that report to each level of management.

(True/False)

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Question 120

Showing 101 - 120 of 181

As one moves down the organizational chart from national sales manager to district sales manager, the number of individuals to be supervised directly decreases.

Software is available that allows sales managers to evaluate many possible territory designs and to assess the impact of territory design changes easily.

To be considered as strategic, an account should be both and .

A hybrid sales organization structure is

In the simplest type of sales organization structure, the following situation would exist:

Account opportunity is defined as

The different ways in which strategic accounts can be served typically include all of the following except

The basic breakdown approach first determines how much selling effort is needed to adequately cover the firm's market and then calculates the number of salespeople required to provide this amount of selling effort.

Salesforce size decisions must also be consistent with the organizational strategy being implemented by a firm.

A strategic account is generally considered as one yielding a large amount of sales dollars and having a complex buying process.

Global account management serves the needs of strategic customers with locations around the world.

When the firm offers a complex range of products and customers have similar needs a ________ salesforce is recommended.

Geographic duplication is a disadvantage of a functional organization structure.

No one best way exists to structure a sales organization.

If the company evaluates the market potential of each account, classifies all accounts into A, B, C, and D market potential categories, and then calculates and evaluates the average number of sales calls to make to an account in each category, they are using this analytical method:

The senior leadership team typically micromanages their sales teams below.

Using a field salesforce to perform sales-generating activities and a telemarketing salesforce to perform account servicing activities is an example of

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, access to sales and marketing resources.

When determining salesforce size, it is important to consider

Management levels refer to the number of individuals that report to each level of management.

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

As one moves down the organizational chart from national sales manager to district sales manager, the number of individuals to be supervised directly decreases.

Software is available that allows sales managers to evaluate many possible territory designs and to assess the impact of territory design changes easily.

To be considered as strategic, an account should be both ________ and ________.

A hybrid sales organization structure is

In the simplest type of sales organization structure, the following situation would exist:

Account opportunity is defined as

The different ways in which strategic accounts can be served typically include all of the following except

The basic breakdown approach first determines how much selling effort is needed to adequately cover the firm's market and then calculates the number of salespeople required to provide this amount of selling effort.

Salesforce size decisions must also be consistent with the organizational strategy being implemented by a firm.

A strategic account is generally considered as one yielding a large amount of sales dollars and having a complex buying process.

Global account management serves the needs of strategic customers with locations around the world.

When the firm offers a complex range of products and customers have similar needs a ________ salesforce is recommended.

Geographic duplication is a disadvantage of a functional organization structure.

No one best way exists to structure a sales organization.

If the company evaluates the market potential of each account, classifies all accounts into A, B, C, and D market potential categories, and then calculates and evaluates the average number of sales calls to make to an account in each category, they are using this analytical method:

The senior leadership team typically micromanages their sales teams below.

Using a field salesforce to perform sales-generating activities and a telemarketing salesforce to perform account servicing activities is an example of

Research indicates that the effectiveness of the strategic account salesforce depends upon, in part, access to sales and marketing resources.

When determining salesforce size, it is important to consider

Management levels refer to the number of individuals that report to each level of management.

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

To be considered as strategic, an account should be both and .