Question 1

With the__________ type of sales force organization, salespeople are better able to identify strategic problems in the client's operation that a supplier can address.

Accepted Answer

A)  matrix 
B)  product-oriented 
C)  customer-oriented 
D)  functional 
E)  none of the above 
A)  matrix 
B)  product-oriented 
C)  customer-oriented 
D)  functional 
E)  none of the above

Question 2

Most sales forces are organized along functional lines.

Accepted Answer

A) True 
 B)False

Question 3

What actions are companies taking to encourage better coordination and communications between marketing and sales?

Accepted Answer

A)  Holding regular meetings between sales and marketing. 
B)  Having marketing people go along sales calls. 
C)  Having salespeople help in developing marketing plans. 
D)  Co-locate marketers and salespeople. 
E)  All the above steps are being taken. 
A)  Holding regular meetings between sales and marketing. 
B)  Having marketing people go along sales calls. 
C)  Having salespeople help in developing marketing plans. 
D)  Co-locate marketers and salespeople. 
E)  All the above steps are being taken.

Question 4

One reason organizations are initiating strategic account programs is the concentration of their sales to a few very important customers.

Accepted Answer

A) True 
 B)False

Question 5

With customer specialization, each salesperson typically sells the entire product line to selected types of customers.

Accepted Answer

A) True 
 B)False

Question 6

J&J Medical has over 100 operating units producing products such as orthopedic implants, pharmaceuticals, and sutures. Based on this information, how is their sales force most likely to be organized?

Accepted Answer

A)  geographically 
B)  along product lines 
C)  customer specialization 
D)  functional specialization 
E)  both c and d above 
A)  geographically 
B)  along product lines 
C)  customer specialization 
D)  functional specialization 
E)  both c and d above

Question 7

Breakeven sales analysis can be used to choose between a company sales force and independent sales agents.

Accepted Answer

A) True 
 B)False

Question 8

Motivation and retention continue to be two management problems associated with telemarketing sales forces.

Accepted Answer

A) True 
 B)False

Question 9

One of the problems with organizing your company's sales force as generalists is that salespeople have a great deal of latitude to decide which products to emphasize.

Accepted Answer

A) True 
 B)False

Question 10

If a company's objective is to minimize total sales force costs, then a generalist sales force structure is the best option for organizing your sales force.

Accepted Answer

A) True 
 B)False

Question 11

Which form of sales force organization is expected to increase in popularity the most over the next five years?

Accepted Answer

A)  customer 
B)  geographic 
C)  product line 
D)  functional 
E)  both a and b above 
A)  customer 
B)  geographic 
C)  product line 
D)  functional 
E)  both a and b above

Question 12

The most common way to organize a field sales force is in a generalist structure.

Accepted Answer

A) True 
 B)False

Question 13

Executives generally expect more and more sales forces to be organized according to the type of customer.

Accepted Answer

A) True 
 B)False

Question 14

Assigning strategic accounts to sales executives can be an effective way to implement a strategic account program.

Accepted Answer

A) True 
 B)False

Question 15

Strategic accounts are often large chain retailers or original equipment manufacturers that buy in large volumes.

Accepted Answer

A) True 
 B)False

Question 16

With which of the following functional areas is a sales force likely to interact with the most?

Accepted Answer

A)  engineering 
B)  marketing 
C)  accounting 
D)  finance 
E)  customer service 
A)  engineering 
B)  marketing 
C)  accounting 
D)  finance 
E)  customer service

With the__________ type of sales force organization, salespeople are better able to identify strategic problems in the client's operation that a supplier can address.

Most sales forces are organized along functional lines.

What actions are companies taking to encourage better coordination and communications between marketing and sales?

One reason organizations are initiating strategic account programs is the concentration of their sales to a few very important customers.

With customer specialization, each salesperson typically sells the entire product line to selected types of customers.

J&J Medical has over 100 operating units producing products such as orthopedic implants, pharmaceuticals, and sutures. Based on this information, how is their sales force most likely to be organized?

Breakeven sales analysis can be used to choose between a company sales force and independent sales agents.

Motivation and retention continue to be two management problems associated with telemarketing sales forces.

One of the problems with organizing your company's sales force as generalists is that salespeople have a great deal of latitude to decide which products to emphasize.

If a company's objective is to minimize total sales force costs, then a generalist sales force structure is the best option for organizing your sales force.

Which form of sales force organization is expected to increase in popularity the most over the next five years?

The most common way to organize a field sales force is in a generalist structure.

Executives generally expect more and more sales forces to be organized according to the type of customer.

Assigning strategic accounts to sales executives can be an effective way to implement a strategic account program.

Strategic accounts are often large chain retailers or original equipment manufacturers that buy in large volumes.

With which of the following functional areas is a sales force likely to interact with the most?

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

With the__________ type of sales force organization, salespeople are better able to identify strategic problems in the client's operation that a supplier can address.

Most sales forces are organized along functional lines.

What actions are companies taking to encourage better coordination and communications between marketing and sales?

One reason organizations are initiating strategic account programs is the concentration of their sales to a few very important customers.

With customer specialization, each salesperson typically sells the entire product line to selected types of customers.

J&J Medical has over 100 operating units producing products such as orthopedic implants, pharmaceuticals, and sutures. Based on this information, how is their sales force most likely to be organized?

Breakeven sales analysis can be used to choose between a company sales force and independent sales agents.

Motivation and retention continue to be two management problems associated with telemarketing sales forces.

One of the problems with organizing your company's sales force as generalists is that salespeople have a great deal of latitude to decide which products to emphasize.

If a company's objective is to minimize total sales force costs, then a generalist sales force structure is the best option for organizing your sales force.

Which form of sales force organization is expected to increase in popularity the most over the next five years?

The most common way to organize a field sales force is in a generalist structure.

Executives generally expect more and more sales forces to be organized according to the type of customer.

Assigning strategic accounts to sales executives can be an effective way to implement a strategic account program.

Strategic accounts are often large chain retailers or original equipment manufacturers that buy in large volumes.

With which of the following functional areas is a sales force likely to interact with the most?

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