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Ch 4. sales organization Questions with Solutions
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Ch 4. sales organization
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Ch 4. sales organizationa company's organizational structure for sales should: - answer allow the firm to benefit
from specialization of labor
the most common form of vertical organization structure in medium and large-sized
firms is: - answera line of staff organization
the incremental method of sales force determination suggests adding sales reps if the
incremental costs exceeds the extra profit - answer false
what coordination and integration issue needs to be addressed by sales managers
regardless of the sales force structure? - answerall of the above
manufacturers representatives - answer have no authority to modify their principals
instructions concerning price or terms of sale
which of the following statements about the economic criteria used to decide between
using an independent agent or an internal sales force is true? - answerthe fixed costs of
using independent agents are lower than those of using company sales force
why do most sales and marketing managers believe company salespeople are more
likely to produce a higher volume of total sales than agents? - answerall of the above
the theory of transaction cost analysis states that: - answerwhen substantial transaction-
specific assets are necessary to sell a manufacturer's product, the costs of using and
administering independent agents is likely to be higher than the costs of hiring and
managing n internal sales force
alton's new firm operates in an uncertain and rapidly changing market with shifting
technology and short product life cycles. Alton is considering the use of independent
sales reps because they will give him greater ________ in distribution channels. -
answerflexibility
a small company that manufactures paper products might choose to use a geographic
organization for its sales force because: - answerit is simple to implement
organization of the sales force by product: - answercan result in duplication of sales
effort
organization of the sales force by customer type: - answeris accurately described by all
of the above
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