Sales and Distribution Management

The field sales force is also called as

• A. inside sales force

• B. outside sales force

• C. channel intermediaries

• D. none of the above

If a company chooses to employ its own sales force, the three organizational structures it may use are:

• A. Dollar volume, geography, and customer.

• B. Geography, customer, and product.

• C. Geography, market size, and product.

• D. Market size, product, and customer

Which of the following is not a type of sales organization structure?

• a. Geographic

• b. Product

• c. Functional

• d. Demographic

Which of the following is a common objection that a salesperson might encounter?

• a. The product is too cheap

• b. The salesperson is too friendly

• c. The product is too expensive

• d. The salesperson is too knowledgeable

Which of the following is NOT a step in the sales process?

• A) Prospecting

• B) Needs Assessment

• C) Objection Handling

• D) Product Development

Which of the following is the first step in the sales process?

• A) Closing

• B) Prospecting

• C) Follow-up

• D) Objection Handling

Identify the field sales organization

• a. Line and staff

• b. Functional

• c. Hybrid

• d. Product

Which step in the sales process involves building a relationship with the customer and ensuring their satisfaction with the product or service?

• A) Prospecting

• B) Needs Assessment

• C) Closing

• D) Follow-up

Which of the following is NOT a purpose of sales organization.

• a. achieving coordination

• b. performance of key activities

• c. prospecting need

• d. optimization of time and resources

In which type of sales organization departmental members report to only one supervisor.

• a. Line and staff

• b. Functional

• c. hybrid

• d. Line