MGT Chapter 4

Division and specialization of labor increase productivity

• TRUE

• FALSE

Answer explanation

TRUE

Manufacturers' representatives are intermediaries who take neither ownership nor physical possession of the goods they sell, but concentrate instead on the selling function

• TRUE

• FALSE

Answer explanation

TRUE

Large firms typically rely on external agents rather than creating their own sales force

• TRUE

• FALSE

Answer explanation

FALSE

The simplest and most common method of organizing a company's sales force is to assign individual salespeople to separate geographic territories

• TRUE

• FALSE

Answer explanation

TRUE

The major disadvantage of a sales force organized by product type is duplication of effort

• TRUE

• FALSE

Answer explanation

TRUE

A company that has organized its sales force into telemarketers and outside field salespeople has organized by selling function

• TRUE

• FALSE

Answer explanation

TRUE

Because major or key accounts tend to be sellers with which the company has built a long-term relationship, these large accounts require no different treatment than smaller accounts. 

• TRUE

• FALSE

Answer explanation

FALSE

The key to developing successful team selling lies in the ability of the sales manager to identify the needs of the customer

• TRUE

• FALSE

Answer explanation

TRUE

A company's organizational structure for sales should: 

• Have a wide span of control

• Allow the firm to benefit from specialization of labor

• Include line, but not staff, personnel

• Organize it around people, not activities

Answer explanation

ALLOW THE FIRM TO BENEFIT FROM SPECIALIZATION OF LABOR

Robin is looking for sales reps to sell her line of clothing. In searching for a sales rep, Robin will most likely look for someone 

• Who sells distinctly different product lines

• Who does not sell in her targeted territories

• Who is already selling in her industry

• Who is selling many product lines

Answer explanation

WHO IS SELLING MANY PRODUCT LINES