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Sales Force Management Ch.4 Exam Questions with Rationale
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Sales Force Management Ch.4 Exam
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Sales Force Management Ch.4 ExamWhich of the following is the greatest limitation of a geographical territory type of sales
organization? - answer Sales reps may not have the necessary expertise in all the
products they sell.
In addition to their large buying size, strategic accounts are likely to be differentiated
from smaller accounts by their: - answer Complex Buying Process
When IBM reconfigured its sales force by assigning reps to different industries, it was
using: - answer Market specialization.
An organization which has many cross-functional teams: - answerIs usually a flatter
organization in which coordination is across activities.
Team selling is not the best alternative in every situation because: - answerit tends to
be expensive.
Which of the following factors account for the growing use of e-commerce and
telemarketing as a form of sales force specialization? - answerMany buyers prefer it
over personal sales calls in certain selling situations and many marketers find that it
increases the efficiency of their selling effort.
A firm is least likely to sell through a wholesale distributor in situations where: -
answerThe buying process is very complex.
In a functional type of sales organization: - answerFunctional executives (for example,
advertising manager or marketing research director) may have line authority over the
sales force in matters relating to the given functional area.
When a sales force is organized by product lines: - answerMore than one sales rep may
call in the same customer.
A drawback to organizing the sales force in a geographical specialization is that: -
answerthere is usually no specialization of marketing activities.
When designing a new sales organization or revising an existing one, a good
generalization to follow is: - answerThe structure should reflect a market orientation, so
focus attention first on the market's needs and the sales force.
When a company has its salespeople use virtual offices: - answerAre "virtual" because
salespeople are "in" them wherever they are.
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