Question 1

Accounts are more attractive the higher the account opportunity and the weaker the competitive position.

Accepted Answer

A) True 
 B)False

Question 2

Research indicates that the effectiveness of the strategic account salesforce depends upon the formalization of the strategic account salesforce approach.

Accepted Answer

A) True 
 B)False

Question 3

If the firm has customers with similar needs and the firm sells a simple product offering, geography-driven specialization is recommended.

Accepted Answer

A) True 
 B)False

Question 4

The planning and control unit is some entity larger than a territory into which the firm's total market area is divided.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

Everything else being equal, the higher the market potential, the more opportunity available from a planning and control unit.

Accepted Answer

A) True 
 B)False

Question 7

A complex account requires multiple buying locations.

Accepted Answer

A) True 
 B)False

Question 8

Research suggests that salespeople who are satisfied with the design of their sales territory work harder.

Accepted Answer

A) True 
 B)False

Question 9

According to the text, sales managers should integrate the results from salesforce deployment analysis with ________ considerations before implementing changes in sales call allocation, salesforce size, or territory design.

Accepted Answer

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

Question 10

Market specialization will result in customer duplication, but not geographic duplication.

Accepted Answer

A) True 
 B)False

Question 11

Decisions regarding the allocation of selling effort, salesforce size, and design of territories are referred to as

Accepted Answer

A)  salesforce distribution. 
B)  salesforce allocation. 
C)  salesforce deployment. 
D)  territorial apportionment. 
E)  coverage decisions. 
A)  salesforce distribution. 
B)  salesforce allocation. 
C)  salesforce deployment. 
D)  territorial apportionment. 
E)  coverage decisions.

Question 12

Territory workload can be assessed by a variety of methods that measure the amount of work required by a salesperson assigned to the territory.

Accepted Answer

A) True 
 B)False

Question 13

Sales generally increase in a ________ manner with the addition of salespeople, while costs typically increase in a ________ manner.

Accepted Answer

A)  direct, indirect 
B)  linear, nonlinear 
C)  step-wise, linear 
D)  nonlinear, linear 
E)  nonlinear, step-wise 
A)  direct, indirect 
B)  linear, nonlinear 
C)  step-wise, linear 
D)  nonlinear, linear 
E)  nonlinear, step-wise

Question 14

Salespeople are generally equal in abilities and will perform in a similar fashion with different types of accounts or prospects.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements regarding the use of the portfolio model to allocate selling effort is false?

Accepted Answer

A)  More attractive accounts receive more selling effort. 
B)  It can be a valuable tool for helping sales managers improve their account effort allocation strategy. 
C)  All accounts are classified into categories of similar size to determine the level of sales effort needed. 
D)  Each account served by a firm is considered as part of an overall portfolio of accounts. 
E)  Each account segment represents a different situation and should receive a different level of selling effort. 
A)  More attractive accounts receive more selling effort. 
B)  It can be a valuable tool for helping sales managers improve their account effort allocation strategy. 
C)  All accounts are classified into categories of similar size to determine the level of sales effort needed. 
D)  Each account served by a firm is considered as part of an overall portfolio of accounts. 
E)  Each account segment represents a different situation and should receive a different level of selling effort.

Question 16

The allocation of selling effort is one of the most important salesforce deployment decisions.

Accepted Answer

A) True 
 B)False

Question 17

The sales organization structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization.

Accepted Answer

A) True 
 B)False

Question 18

The basic objective of a decision model is to allocate sales calls to accounts that promise the highest sales return from sales calls.

Accepted Answer

A) True 
 B)False

Question 19

According to the textbook, a strategic account may also be referred to as a

Accepted Answer

A)  key account. 
B)  major account. 
C)  both a key account and major account. 
D)  significant account. 
E)  prime account. 
A)  key account. 
B)  major account. 
C)  both a key account and major account. 
D)  significant account. 
E)  prime account.

Question 20

Which type of salesforce specialization does not result in any duplication of sales effort to an account or geographic area?

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

Accounts are more attractive the higher the account opportunity and the weaker the competitive position.

Research indicates that the effectiveness of the strategic account salesforce depends upon the formalization of the strategic account salesforce approach.

If the firm has customers with similar needs and the firm sells a simple product offering, geography-driven specialization is recommended.

The planning and control unit is some entity larger than a territory into which the firm's total market area is divided.

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

Everything else being equal, the higher the market potential, the more opportunity available from a planning and control unit.

A complex account requires multiple buying locations.

Research suggests that salespeople who are satisfied with the design of their sales territory work harder.

According to the text, sales managers should integrate the results from salesforce deployment analysis with ________ considerations before implementing changes in sales call allocation, salesforce size, or territory design.

Market specialization will result in customer duplication, but not geographic duplication.

Decisions regarding the allocation of selling effort, salesforce size, and design of territories are referred to as

Territory workload can be assessed by a variety of methods that measure the amount of work required by a salesperson assigned to the territory.

Sales generally increase in a manner with the addition of salespeople, while costs typically increase in a manner.

Salespeople are generally equal in abilities and will perform in a similar fashion with different types of accounts or prospects.

Which of the following statements regarding the use of the portfolio model to allocate selling effort is false?

The allocation of selling effort is one of the most important salesforce deployment decisions.

The sales organization structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization.

The basic objective of a decision model is to allocate sales calls to accounts that promise the highest sales return from sales calls.

According to the textbook, a strategic account may also be referred to as a

Which type of salesforce specialization does not result in any duplication of sales effort to an account or geographic area?

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

Accounts are more attractive the higher the account opportunity and the weaker the competitive position.

Research indicates that the effectiveness of the strategic account salesforce depends upon the formalization of the strategic account salesforce approach.

If the firm has customers with similar needs and the firm sells a simple product offering, geography-driven specialization is recommended.

The planning and control unit is some entity larger than a territory into which the firm's total market area is divided.

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

Everything else being equal, the higher the market potential, the more opportunity available from a planning and control unit.

A complex account requires multiple buying locations.

Research suggests that salespeople who are satisfied with the design of their sales territory work harder.

According to the text, sales managers should integrate the results from salesforce deployment analysis with ________ considerations before implementing changes in sales call allocation, salesforce size, or territory design.

Market specialization will result in customer duplication, but not geographic duplication.

Decisions regarding the allocation of selling effort, salesforce size, and design of territories are referred to as

Territory workload can be assessed by a variety of methods that measure the amount of work required by a salesperson assigned to the territory.

Sales generally increase in a ________ manner with the addition of salespeople, while costs typically increase in a ________ manner.

Salespeople are generally equal in abilities and will perform in a similar fashion with different types of accounts or prospects.

Which of the following statements regarding the use of the portfolio model to allocate selling effort is false?

The allocation of selling effort is one of the most important salesforce deployment decisions.

The sales organization structure provides a framework for sales organization operations by indicating what specific activities are performed by whom in the sales organization.

The basic objective of a decision model is to allocate sales calls to accounts that promise the highest sales return from sales calls.

According to the textbook, a strategic account may also be referred to as a

Which type of salesforce specialization does not result in any duplication of sales effort to an account or geographic area?

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

Sales generally increase in a manner with the addition of salespeople, while costs typically increase in a manner.