Question 1

An example of a functional specialist type sales organization is to have new customer and retention specialists.

Accepted Answer

A) True 
 B)False

Question 2

One benefit of a customer oriented sales force organization is that:

Accepted Answer

A)  it is more closely identified with clients. 
B)  it consolidates the support services. 
C)  it allows for product specialization. 
D)  there are usually smaller territories. 
E)  it requires less travel time and costs. 
A)  it is more closely identified with clients. 
B)  it consolidates the support services. 
C)  it allows for product specialization. 
D)  there are usually smaller territories. 
E)  it requires less travel time and costs.

Question 3

Given enough analysis, it is usually easy to find a firm's optimal organization structure.

Accepted Answer

A) True 
 B)False

Question 4

A 3M engineer responsible for working with the design engineers in an customer account is an example of an end-user specialists

Accepted Answer

A) True 
 B)False

Question 5

If a company's objective is to minimize total sales force costs, then some form of sales force specialization is the best sales force structure option.

Accepted Answer

A) True 
 B)False

Question 6

Organizing along product lines is the most common form of sales force organization today.

Accepted Answer

A) True 
 B)False

Question 7

With permission marketing, the customer initiates the selling process.

Accepted Answer

A) True 
 B)False

Question 8

A company is thinking of switching from independent sales agents to hiring its own sales force. If 10 salespeople were hired, they would be paid a 3% commission on sales plus a salary of $20,000 each. Independent sales agents are currently paid a commission of 5% on sales. At what sales volume is the company economically indifferent about which sales organization to use in a selling situation?

Accepted Answer

A)  $1,000,000 
B)  $2,500,000 
C)  $10,000,000 
D)  $25,000,000 
A)  $1,000,000 
B)  $2,500,000 
C)  $10,000,000 
D)  $25,000,000

Question 9

The primary objective of forming a functional team sales organization is to develop a closer customer relationship when servicing existing customers.

Accepted Answer

A) True 
 B)False

Question 10

Working with a telemarketing sales force is generally welcomed by the outside sales force.

Accepted Answer

A) True 
 B)False

Question 11

Relatively smaller territories and reduced travel time and expenses are advantages related to which organizational approach?

Accepted Answer

A)  geographical 
B)  product 
C)  customer 
D)  matrix 
E)  functional 
A)  geographical 
B)  product 
C)  customer 
D)  matrix 
E)  functional

Question 12

To be successful, specialized sales force structures often require exceptional training capabilities.

Accepted Answer

A) True 
 B)False

Question 13

When Hyatt Hotels had a separate sales force dedicated to each of its hotel properties, its sales force was organized according to:

Accepted Answer

A)  geography. 
B)  product line. 
C)  customer. 
D)  functional. 
E)  none of the above. 
A)  geography. 
B)  product line. 
C)  customer. 
D)  functional. 
E)  none of the above.

Question 14

A simple geographic organization of a sales force generally works best when the product line is fairly broad and complex.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following are commonly used types of sales specialization?

Accepted Answer

A)  customer specialization 
B)  product specialization 
C)  generalist structure 
D)  both a and b above 
E)  all of the above 
A)  customer specialization 
B)  product specialization 
C)  generalist structure 
D)  both a and b above 
E)  all of the above

Question 16

The most serious problem with geographic organization is:

Accepted Answer

A)  salespeople must sell the entire line and may not be sufficiently knowledgeable about all products. 
B)  it is difficult to set up an equitable geographic organizations. 
C)  it generally results in extensive travel time. 
D)  it is a usually the most costly alternative. 
E)  salespeople usually do not like it. 
A)  salespeople must sell the entire line and may not be sufficiently knowledgeable about all products. 
B)  it is difficult to set up an equitable geographic organizations. 
C)  it generally results in extensive travel time. 
D)  it is a usually the most costly alternative. 
E)  salespeople usually do not like it.

Question 17

It is not uncommon for firms to turn to independent sales agents to develop new markets.

Accepted Answer

A) True 
 B)False

Question 18

The most common form of sales force organization today is according to geographic territories without farther specialization.

Accepted Answer

A) True 
 B)False

Question 19

Many companies service their small accounts by using telemarketing.

Accepted Answer

A) True 
 B)False

Question 20

Multiple salespeople calling on the same customer is one of the drawbacks to customer specialization type of sales force organization.

Accepted Answer

A) True 
 B)False

An example of a functional specialist type sales organization is to have new customer and retention specialists.

One benefit of a customer oriented sales force organization is that:

Given enough analysis, it is usually easy to find a firm's optimal organization structure.

A 3M engineer responsible for working with the design engineers in an customer account is an example of an end-user specialists

If a company's objective is to minimize total sales force costs, then some form of sales force specialization is the best sales force structure option.

Organizing along product lines is the most common form of sales force organization today.

With permission marketing, the customer initiates the selling process.

The primary objective of forming a functional team sales organization is to develop a closer customer relationship when servicing existing customers.

Working with a telemarketing sales force is generally welcomed by the outside sales force.

Relatively smaller territories and reduced travel time and expenses are advantages related to which organizational approach?

To be successful, specialized sales force structures often require exceptional training capabilities.

When Hyatt Hotels had a separate sales force dedicated to each of its hotel properties, its sales force was organized according to:

A simple geographic organization of a sales force generally works best when the product line is fairly broad and complex.

Which of the following are commonly used types of sales specialization?

The most serious problem with geographic organization is:

It is not uncommon for firms to turn to independent sales agents to develop new markets.

The most common form of sales force organization today is according to geographic territories without farther specialization.

Many companies service their small accounts by using telemarketing.

Multiple salespeople calling on the same customer is one of the drawbacks to customer specialization type of sales force organization.

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

An example of a functional specialist type sales organization is to have new customer and retention specialists.

One benefit of a customer oriented sales force organization is that:

Given enough analysis, it is usually easy to find a firm's optimal organization structure.

A 3M engineer responsible for working with the design engineers in an customer account is an example of an end-user specialists

If a company's objective is to minimize total sales force costs, then some form of sales force specialization is the best sales force structure option.

Organizing along product lines is the most common form of sales force organization today.

With permission marketing, the customer initiates the selling process.

The primary objective of forming a functional team sales organization is to develop a closer customer relationship when servicing existing customers.

Working with a telemarketing sales force is generally welcomed by the outside sales force.

Relatively smaller territories and reduced travel time and expenses are advantages related to which organizational approach?

To be successful, specialized sales force structures often require exceptional training capabilities.

When Hyatt Hotels had a separate sales force dedicated to each of its hotel properties, its sales force was organized according to:

A simple geographic organization of a sales force generally works best when the product line is fairly broad and complex.

Which of the following are commonly used types of sales specialization?

The most serious problem with geographic organization is:

It is not uncommon for firms to turn to independent sales agents to develop new markets.

The most common form of sales force organization today is according to geographic territories without farther specialization.

Many companies service their small accounts by using telemarketing.

Multiple salespeople calling on the same customer is one of the drawbacks to customer specialization type of sales force organization.

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