Question 1

One common concern by manufacturers who use independent agents is:

Accepted Answer

A)  higher promotional support costs. 
B)  the time needed to establish relationships with accounts in the territory. 
C)  agents not devoting enough of their time to selling your product. 
D)  both b and c above. 
E)  none of the above. 
A)  higher promotional support costs. 
B)  the time needed to establish relationships with accounts in the territory. 
C)  agents not devoting enough of their time to selling your product. 
D)  both b and c above. 
E)  none of the above.

Question 2

Although telemarketing holds many benefits, gaining acceptance for telemarketing by the field sales force can be difficult because:

Accepted Answer

A)  field salespeople may feel threatened by telemarketers. 
B)  field salespeople fear an increased work load. 
C)  telemarketers are unfriendly towards field salespeople. 
D)  both a and b above. 
E)  none of the above. 
A)  field salespeople may feel threatened by telemarketers. 
B)  field salespeople fear an increased work load. 
C)  telemarketers are unfriendly towards field salespeople. 
D)  both a and b above. 
E)  none of the above.

Question 3

The most widely used form of sales force organization in use today is:

Accepted Answer

A)  customer. 
B)  geographic. 
C)  product lines. 
D)  both a and b above. 
E)  none of the above. 
A)  customer. 
B)  geographic. 
C)  product lines. 
D)  both a and b above. 
E)  none of the above.

Question 4

Sales agents are likely to be used when the company needs to have tight control over the selling effort.

Accepted Answer

A) True 
 B)False

Question 5

Customers who are good candidates for a strategic account program are large customers who exhibit all the following characteristics except:

Accepted Answer

A)  purchase centrally. 
B)  expect specialized attention and service. 
C)  are geographically close to headquarters. 
D)  involve multiple people in the purchasing process. 
A)  purchase centrally. 
B)  expect specialized attention and service. 
C)  are geographically close to headquarters. 
D)  involve multiple people in the purchasing process.

Question 6

The primary means by which a company influences the behavior of independent sales agents is through commissions.

Accepted Answer

A) True 
 B)False

Question 7

Typical issues requiring coordination between the sales force and customer service include:

Accepted Answer

A)  equipment installation. 
B)  warranty servicing. 
C)  customer training on equipment. 
D)  both a and b above. 
E)  all of the above. 
A)  equipment installation. 
B)  warranty servicing. 
C)  customer training on equipment. 
D)  both a and b above. 
E)  all of the above.

Question 8

The amount of time a sales agent will spend selling for a company will depend on how many product lines the company has for the sales agent to sell.

Accepted Answer

A) True 
 B)False

Question 9

One reason more and more companies are establishing strategic account programs is that a select group of customers are accounting for a disproportionately large share of total sales.

Accepted Answer

A) True 
 B)False

Question 10

Sales agents are likely to be used when the company is selling only a few products.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following are examples of functional specialists?

Accepted Answer

A)  salespeople responsible for landing new customers. 
B)  salespeople responsible for increasing sales to existing customers. 
C)  salespeople responsible for selling to end-users. 
D)  only a and b above. 
E)  a, b and c are all examples. 
A)  salespeople responsible for landing new customers. 
B)  salespeople responsible for increasing sales to existing customers. 
C)  salespeople responsible for selling to end-users. 
D)  only a and b above. 
E)  a, b and c are all examples.

Question 12

The need to customize solutions to individual customers has led some manufacturers to using selling partners who can provide technical and operating support.

Accepted Answer

A) True 
 B)False

Question 13

The main objective of developing a strategic account program is to:

Accepted Answer

A)  expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential. 
B)  Provide an enterprise type of relationship with some customers and a consultative relationship to others. 
C)  free-up more of the regular sales force's time. 
D)  both a and b above. 
E)  all of the above. 
A)  expand geographic sales coverage on a nationwide basis to take full advantage of total sales potential. 
B)  Provide an enterprise type of relationship with some customers and a consultative relationship to others. 
C)  free-up more of the regular sales force's time. 
D)  both a and b above. 
E)  all of the above.

Question 14

A highly successful management practice is to select the largest customers in terms of sales volume as strategic account management.

Accepted Answer

A) True 
 B)False

Question 15

The functions for which telemarketing is used differs from one business to the next. Some common uses of telemarketing include:

Accepted Answer

A)  customer service. 
B)  lead generation. 
C)  data gathering. 
D)  lead qualification. 
E)  all of the above. 
A)  customer service. 
B)  lead generation. 
C)  data gathering. 
D)  lead qualification. 
E)  all of the above.

Question 16

A strategic account program is essentially an effort to provide the kinds of services and products necessary to establish a long-term relationship with key customers.

Accepted Answer

A) True 
 B)False

Question 17

Despite its considerable merits, venturing into telemarketing has its challenges. Key challenges include all of the following except:

Accepted Answer

A)  acceptance by the field sales force. 
B)  effective organization of the telemarketing effort. 
C)  developing telemarketing equipment. 
D)  both a and b above 
E)  none of the above. 
A)  acceptance by the field sales force. 
B)  effective organization of the telemarketing effort. 
C)  developing telemarketing equipment. 
D)  both a and b above 
E)  none of the above.

Question 18

Independent sales agents are almost always compensated by paying a commission on sales.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following factors is not important when deciding to use sales agents in a particular geographic area?

Accepted Answer

A)  how close the business prospects are to your headquarters 
B)  level of control over the actions of the sales force 
C)  the volume of business in the geographic area 
D)  the predictability of sales from the geographic area 
A)  how close the business prospects are to your headquarters 
B)  level of control over the actions of the sales force 
C)  the volume of business in the geographic area 
D)  the predictability of sales from the geographic area

Question 20

One of the key advantages of a customer specialization type of sales force organization is that it minimizes the sales force's travel time.

Accepted Answer

A) True 
 B)False

One common concern by manufacturers who use independent agents is:

Although telemarketing holds many benefits, gaining acceptance for telemarketing by the field sales force can be difficult because:

The most widely used form of sales force organization in use today is:

Sales agents are likely to be used when the company needs to have tight control over the selling effort.

Customers who are good candidates for a strategic account program are large customers who exhibit all the following characteristics except:

The primary means by which a company influences the behavior of independent sales agents is through commissions.

Typical issues requiring coordination between the sales force and customer service include:

The amount of time a sales agent will spend selling for a company will depend on how many product lines the company has for the sales agent to sell.

One reason more and more companies are establishing strategic account programs is that a select group of customers are accounting for a disproportionately large share of total sales.

Sales agents are likely to be used when the company is selling only a few products.

Which of the following are examples of functional specialists?

The need to customize solutions to individual customers has led some manufacturers to using selling partners who can provide technical and operating support.

The main objective of developing a strategic account program is to:

A highly successful management practice is to select the largest customers in terms of sales volume as strategic account management.

The functions for which telemarketing is used differs from one business to the next. Some common uses of telemarketing include:

A strategic account program is essentially an effort to provide the kinds of services and products necessary to establish a long-term relationship with key customers.

Despite its considerable merits, venturing into telemarketing has its challenges. Key challenges include all of the following except:

Independent sales agents are almost always compensated by paying a commission on sales.

Which of the following factors is not important when deciding to use sales agents in a particular geographic area?

One of the key advantages of a customer specialization type of sales force organization is that it minimizes the sales force's travel time.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 6: Sales Force Organization

One common concern by manufacturers who use independent agents is:

Although telemarketing holds many benefits, gaining acceptance for telemarketing by the field sales force can be difficult because:

The most widely used form of sales force organization in use today is:

Sales agents are likely to be used when the company needs to have tight control over the selling effort.

Customers who are good candidates for a strategic account program are large customers who exhibit all the following characteristics except:

The primary means by which a company influences the behavior of independent sales agents is through commissions.

Typical issues requiring coordination between the sales force and customer service include:

The amount of time a sales agent will spend selling for a company will depend on how many product lines the company has for the sales agent to sell.

One reason more and more companies are establishing strategic account programs is that a select group of customers are accounting for a disproportionately large share of total sales.

Sales agents are likely to be used when the company is selling only a few products.

Which of the following are examples of functional specialists?

The need to customize solutions to individual customers has led some manufacturers to using selling partners who can provide technical and operating support.

The main objective of developing a strategic account program is to:

A highly successful management practice is to select the largest customers in terms of sales volume as strategic account management.

The functions for which telemarketing is used differs from one business to the next. Some common uses of telemarketing include:

A strategic account program is essentially an effort to provide the kinds of services and products necessary to establish a long-term relationship with key customers.

Despite its considerable merits, venturing into telemarketing has its challenges. Key challenges include all of the following except:

Independent sales agents are almost always compensated by paying a commission on sales.

Which of the following factors is not important when deciding to use sales agents in a particular geographic area?

One of the key advantages of a customer specialization type of sales force organization is that it minimizes the sales force's travel time.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters