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WorksheetsQUIZ MGT1153
Total questions: 20
Worksheet time: 12mins
Personal selling is the most expensive marketing communications tool that most organizations use.
True
False
The sales force is usually a firm's most direct link with the customer.
True
False
A focus on relationship selling usually increases the number of vendors a company does business with.
True
False
The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political and ethical, (4) natural and (5) technical.
True
False
A company's distribution system is part of its external economic environment.
True
False
Division and specialization of labor increase productivity.
True
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
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
1. Large firms typically rely on external agents rather than creating their own sales force.
True
False
Activities that do not rely directly on the firm's core competencies or transaction-specific assets can often be performed more effectively and efficiently through outsourcing.
True
False
Which of the following statements about sales force management is true?
The sales force is the firm's most direct link to the customer.
The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how the business operates today.
As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
Personal selling is usually less expensive than advertising
Which of the following statements about the sales force in the 21st century is true?
Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
Transactional exchanges no longer occur
Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
Salespeople make little use of the Internet because they realize the importance of the personal touch
Sales force managers are confronted with many new issues in the 21st century including
Building long-term relationships with customers
Gaining greater commitment from salespeople
Leveraging available technology
All of the above
In the twenty-first century, sales leaders are
Controlling rather than communicate with personnel
Becoming a coach instead of a supervisor
Empowering sales managers to make decision
Centralizing control as bosses
A few years ago, when Internet sales took off, the major automobile
manufacturers had to decide whether they would sell directly or through their dealership network. In this situation, a change in the industry's ____ environment created a potential change in sales strategy.
Technological
Social and cultural
Political and legal
Ethical
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
The most common form of vertical organization structure in medium and large-sized firms is:
Organization by customer type
Geographic organization
Organization by selling function
A line and staff organization
Which of the following questions that must be answered as an organization determines its sales force organization?
Who should be responsible for selling to senior management within the organization?
Should the company employ its own sales force or use manufacturers' representatives?
What is the appropriate span of control for each production manager?
How should the accounting department be integrated into sales?
Selling agents:
Are compensated solely by commissions from their principals
Act as their principals' representative in a specific and limited territory and specialize in a limited range of products
Take ownership of the merchandise they sell for manufacturers
Have no authority to modify their principals' instructions concerning price or terms of sale
Organization of the sales force by product:
Is not advisable for companies selling highly technical products
Is best used when cost is the deciding factor on which organizationally structure to use
Requires fewer sales management personnel and lower administrative costs than a geographic organization
Can result in duplication of sales effort
