S&P-Unit 4-Sales Management and People

Jonah is the sales manager at a new company and he plans to restructure the way his team is deployed in order to increase sales. The best way for Jonah to do this is by changing the sales organization structure.

• True

• False

Sales force deployment always includes which elements?

• line organization

• sales territories

• line-staff organization

• sales mentoring

Horizontal structure best describes a sales teams structured as line organization.

• True

• False

A benefit of using a geographic sales organization over other organizational methods in sales includes which one of the following:

• Specialized job functions

• Product knowledge is best

• Assignments are clearly understood

• All salespeople know who the other's clients are

Tony is a channel salesperson for a computer manufacturer. What job function is Tony performing?

• Handling large customer accounts directly

• Serving customers in their workplace

• Engaging in highly complex technical challenges

• Working with partner organizations to sell their computers

Martin's Surgical Supplies Inc. is unique because it sells it's product only to large hospital systems who perform a very specific type of hip replacement. What is Martin's Surgical Supplies Inc. sales strategy?

• Vertical sales strategy

• Horizontal sales strategy

• Functional sales strategy

• Hierarchical sales strategy

All members of Annette's sales team have specialized jobs. Joyce works directly with her business customers while Kimmy handles retail operations. Also, Sandy visits partner locations to promote and sell the company's commodities. How is Annette's sales team organized?

• Functionally

• Geographically

• Product-based

• No organization

Amari and Michael sell clothing to retailers. Amari sells the young adult male clothing line while Michael sells the older female clothing line. Which best describes how the sales team is organized?

• Functional sales organization

• Geographic sales organization

• Product sales organization

• Hierarchical sales organization

A lighting equipment sales team sells their equipment to many varied industries and is working hard to diversify their customer base. This sales strategy is called horizontal sales strategy.

• True

• False

Which would be an appropriate use of NAICS data?

• figuring out a functional sales force structure

• determining training needs for a sales team

• developing an industry list to build a sales territory

• calculating how much specialization is neededin a sales force