Question 1

One main advantage of the functional sales organization structure is

Accepted Answer

A)  no geographic duplication. 
B)  no customer duplication. 
C)  sales efforts do not have to be coordinated. 
D)  low cost to the firm. 
E)  efficiency in performing specific selling activities. 
A)  no geographic duplication. 
B)  no customer duplication. 
C)  sales efforts do not have to be coordinated. 
D)  low cost to the firm. 
E)  efficiency in performing specific selling activities.

Question 2

In a flat sales management structure

Accepted Answer

A)  there are more sales management levels and smaller spans of control. 
B)  there would be more district sales managers and less use of regional sales managers. 
C)  there are few sales management levels with each sales manager having a relatively large span of control. 
D)  there is a tendency for the organization to have a decentralization orientation. 
E)  the span of control tends to increase at higher sales management levels. 
A)  there are more sales management levels and smaller spans of control. 
B)  there would be more district sales managers and less use of regional sales managers. 
C)  there are few sales management levels with each sales manager having a relatively large span of control. 
D)  there is a tendency for the organization to have a decentralization orientation. 
E)  the span of control tends to increase at higher sales management levels.

Question 3

Accounts that are not both large and complex are typically served adequately through the basic sales organization structure.

Accepted Answer

A) True 
 B)False

Question 4

The basic idea behind centralization is that by concentrating on a limited number of activities, individuals become experts on those tasks.

Accepted Answer

A) True 
 B)False

Question 5

There is a trend towards more decentralized sales organizations.

Accepted Answer

A) True 
 B)False

Question 6

The workload method for determining salesforce size is very weak conceptually as it lets forecasted sales determine the number of salespeople needed.

Accepted Answer

A) True 
 B)False

Question 7

When a firm's competitive position is strong, but account opportunity is low, the selling effort strategy should be to:

Accepted Answer

A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis. 
A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis.

Question 8

Salesforce deployment changes should be made that are likely to have the least disruptive effect on existing personal relationships.

Accepted Answer

A) True 
 B)False

Question 9

The most widely used analytical approach for making selling effort allocation decisions is the portfolio model.

Accepted Answer

A) True 
 B)False

Question 10

In product specialization, salespeople are assigned to sell specific products or product lines.

Accepted Answer

A) True 
 B)False

Question 11

This approach to determining salesforce size is best suited for relatively stable selling environments where sales change in slow and predictable ways and no major strategic changes are planned:

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 12

If the salesforce size needs to be decreased, more salespeople than desired should be in the recruiting-selecting-training pipeline.

Accepted Answer

A) True 
 B)False

Question 13

Strategic accounts can be served in only one of two ways: have the regular salespeople handle the account along with their other accounts or assign these accounts to sales executives along with their regular duties.

Accepted Answer

A) True 
 B)False

Question 14

According to the text, when designing territories, after analyzing the planning and control unit opportunity, which step should be taken?

Accepted Answer

A)  Select planning and control unit. 
B)  Form initial territories. 
C)  Assess territory workload. 
D)  Finalize territory design. 
E)  None of the above. 
A)  Select planning and control unit. 
B)  Form initial territories. 
C)  Assess territory workload. 
D)  Finalize territory design. 
E)  None of the above.

Question 15

Which of the following is a disadvantage of a product sales organization structure?

Accepted Answer

A)  Limited specialization 
B)  Customer duplication 
C)  Need for coordination 
D)  Lack of management control over product emphasis 
E)  Fewer management levels 
A)  Limited specialization 
B)  Customer duplication 
C)  Need for coordination 
D)  Lack of management control over product emphasis 
E)  Fewer management levels

Question 16

Staff sales management positions are part of the direct management hierarchy within the sales organization.

Accepted Answer

A) True 
 B)False

Question 17

Evidence suggests that many firms may lose as much as ____ percent in sales productivity due to the loss in sales from vacant territories or low initial sales when a new salesperson is assigned to a territory.

Accepted Answer

A)  5 
B)  10 
C)  15 
D)  20 
E)  25 
A)  5 
B)  10 
C)  15 
D)  20 
E)  25

Question 18

When a firm's competitive position is weak, but account opportunity is high, the selling effort strategy should be to:

Accepted Answer

A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis. 
A)  perform additional analysis to identify accounts where the sales organization's competitive position can be strengthened and invest heavy selling effort in these accounts. 
B)  provide minimal selling effort to accounts and replace the personal selling effort with advertising. 
C)  invest heavy selling effort in accounts. 
D)  invest sufficient selling effort in accounts to maintain current competitive position. 
E)  provide minimal selling effort to accounts and use less costly forms of marketing to replace selling efforts on a selective basis.

Question 19

A territory is considered to be

Accepted Answer

A)  a geographical area in which the company has not previously prospected for accounts. 
B)  the amount of geographical area that any one salesperson can cover effectively. 
C)  all of the firm's accounts that do business within a certain area. 
D)  the geographical area in which a salesperson resides. 
E)  the assignment of specific accounts to a specific salesperson. 
A)  a geographical area in which the company has not previously prospected for accounts. 
B)  the amount of geographical area that any one salesperson can cover effectively. 
C)  all of the firm's accounts that do business within a certain area. 
D)  the geographical area in which a salesperson resides. 
E)  the assignment of specific accounts to a specific salesperson.

Question 20

Most organizations tend to have either a centralized or decentralized orientation.

Accepted Answer

A) True 
 B)False

One main advantage of the functional sales organization structure is

In a flat sales management structure

Accounts that are not both large and complex are typically served adequately through the basic sales organization structure.

The basic idea behind centralization is that by concentrating on a limited number of activities, individuals become experts on those tasks.

There is a trend towards more decentralized sales organizations.

The workload method for determining salesforce size is very weak conceptually as it lets forecasted sales determine the number of salespeople needed.

When a firm's competitive position is strong, but account opportunity is low, the selling effort strategy should be to:

Salesforce deployment changes should be made that are likely to have the least disruptive effect on existing personal relationships.

The most widely used analytical approach for making selling effort allocation decisions is the portfolio model.

In product specialization, salespeople are assigned to sell specific products or product lines.

This approach to determining salesforce size is best suited for relatively stable selling environments where sales change in slow and predictable ways and no major strategic changes are planned:

If the salesforce size needs to be decreased, more salespeople than desired should be in the recruiting-selecting-training pipeline.

Strategic accounts can be served in only one of two ways: have the regular salespeople handle the account along with their other accounts or assign these accounts to sales executives along with their regular duties.

According to the text, when designing territories, after analyzing the planning and control unit opportunity, which step should be taken?

Which of the following is a disadvantage of a product sales organization structure?

Staff sales management positions are part of the direct management hierarchy within the sales organization.

Evidence suggests that many firms may lose as much as ____ percent in sales productivity due to the loss in sales from vacant territories or low initial sales when a new salesperson is assigned to a territory.

When a firm's competitive position is weak, but account opportunity is high, the selling effort strategy should be to:

A territory is considered to be

Most organizations tend to have either a centralized or decentralized orientation.

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

One main advantage of the functional sales organization structure is

In a flat sales management structure

Accounts that are not both large and complex are typically served adequately through the basic sales organization structure.

The basic idea behind centralization is that by concentrating on a limited number of activities, individuals become experts on those tasks.

There is a trend towards more decentralized sales organizations.

The workload method for determining salesforce size is very weak conceptually as it lets forecasted sales determine the number of salespeople needed.

When a firm's competitive position is strong, but account opportunity is low, the selling effort strategy should be to:

Salesforce deployment changes should be made that are likely to have the least disruptive effect on existing personal relationships.

The most widely used analytical approach for making selling effort allocation decisions is the portfolio model.

In product specialization, salespeople are assigned to sell specific products or product lines.

This approach to determining salesforce size is best suited for relatively stable selling environments where sales change in slow and predictable ways and no major strategic changes are planned:

If the salesforce size needs to be decreased, more salespeople than desired should be in the recruiting-selecting-training pipeline.

Strategic accounts can be served in only one of two ways: have the regular salespeople handle the account along with their other accounts or assign these accounts to sales executives along with their regular duties.

According to the text, when designing territories, after analyzing the planning and control unit opportunity, which step should be taken?

Which of the following is a disadvantage of a product sales organization structure?

Staff sales management positions are part of the direct management hierarchy within the sales organization.

Evidence suggests that many firms may lose as much as ____ percent in sales productivity due to the loss in sales from vacant territories or low initial sales when a new salesperson is assigned to a territory.

When a firm's competitive position is weak, but account opportunity is high, the selling effort strategy should be to:

A territory is considered to be

Most organizations tend to have either a centralized or decentralized orientation.

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