Chapter 3: Sales Force Organization and Management

What is the primary focus of a specialist salesperson?

• Handles a broad range of products

• Focuses on specific products or industries

• Works in various customer types

• Has general knowledge of sales

Which structure assigns salespeople by region or territory?

• Customer-Based Structure

• Geographical Structure

• Product-Based Structure

• Market-Based Structure

What is the first step in the sales force management process?

• Compensation

• Evaluation

• Recruiting

• Training

What does a job description outline?

• Company policies

• Salary and benefits

• Responsibilities and duties

• Required qualifications

Which of the following is an advantage of internal recruitment?

• Brings in fresh ideas

• Wider choice of candidates

• Saves time and cost

• Higher recruitment cost

What is the purpose of background verification in the selection process?

• To conduct interviews

• To confirm candidate history

• To evaluate personality

• To assess skills

Which quality is essential for a good salesperson?

• Time management

• Technical skills

• Physical strength

• Artistic ability

What is a key benefit of sales training?

• Increased employee turnover

• Enhanced skills and knowledge

• Higher operational costs

• Less employee engagement

What does the acronym SMART stand for in goal setting?

• Specific, Motivational, Achievable, Realistic, Time-sensitive

• Simple, Manageable, Attainable, Realistic, Timely

• Specific, Measurable, Achievable, Relevant, Time-bound

• Strategic, Meaningful, Actionable, Relevant, Tangible

Which of the following is a non-financial reward?

• Salary increase

• Commission

• Recognition and praise

• Bonus