Exam 3: Sales Organization Structure and Salesforce Deployment

If the firm has customers with similar needs and the firm sells a complex range of products, a product-specialized salesforce is recommended.

According to the text, the need to consider sales, costs, profitability and turnover makes salesforce size a difficult decision.

Centralization within the management structure can be best described as

The concept "planning and control unit" can be defined as

In a tall organization structure, there are more sales management levels and smaller spans of control.

Competitive position is defined as

The analytical method for allocating selling effort that is the easiest to develop and use is the

When sales management wants to focus on specific skills within each selling contact the salesforce should be

The portfolio approach to allocating sales effort provides a comprehensive account analysis that can be adapted to the specific selling situation faced by any firm.

Advantages of the geographic sales organization structure include all of the following except

The different types of salesforce size decisions include all of the following except

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

The appropriate salesforce specialization depends upon the specific characteristics of a firm's selling situation.

The portfolio method is the most rigorous and comprehensive method for an account effort allocation strategy.

The trends from transactions to relationships, individuals to teams, and management to leadership are producing a more centralized orientation in many sales organizations.

A company has one salesforce selling office equipment and another selling office supplies. They are organized according to geographic area and perform all selling activities to all types of accounts. They are considered to be

When selling effort is considered to be more important than selling skill, the salesforce should be

An organizational structure concept where individuals concentrate on performing some of the required activities to the exclusion of other tasks is

Because sales increase with the addition of salespeople in a linear manner, the increases in sales tend to remain fairly stable as more salespeople are added.

An emerging trend affecting the design of sales organizations is the move toward smaller spans of control for sales managers.