11) Which of the following is a definate disadvantage of a product sales force structure?
A) selling costs reduce with multiple sales visits from separate divisions
B) overlapping use of resources with big customers
C) salespeople spending time prospecting new customers
D) increased customer delivery time
E) B and C
12) After a company has determined its sales force structure, it is ready to determine what ________ it needs.
A) team structure
B) sales force size
C) marketing-sales liaison
D) sales force supervision
E) compensation package
13) Companies that use a customer sales force structure organize their salespeople by ________.
A) product
B) territory
C) industry
D) demand
E) specialty knowledge
14) Management uses the workload approach to ________.
A) set the size of the sales force
B) determine product availability
C) identify desirable characteristics of the sales force
D) establish sales quotas
E) analyze profit margins
15) Which of the following is the term for the individuals in a company who travel to call on customers in the field?
A) outside sales force
B) inside sales force
C) complex sales force
D) customer sales force
E) product sales force
16) Members of a company’s ________ conduct business from their offices through the telephone, the Internet, or visits from customers.
A) outside sales force
B) inside sales force
C) complex sales force
D) customer sales force
E) product sales force
17) To reduce time demands on their outside sales forces, many companies have increased the size of their inside sales forces, which include technical support people, sales assistants, and ________.
A) retail supervisors
B) sales managers
C) telemarketers
D) human resource professionals
E) public relations profession
18) Which activity is a typical for a sales assistant?
A) call ahead and confirm appointments
B) determine price points
C) initiate administrative tasks
D) make deliveries
E) forward customers’ questions
19) Which of the following is the growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts?
A) department selling
B) inside selling
C) team selling
D) continuous selling
E) simultaneous selling
20) Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts?
A) Products have become too complex, and customers too big for one salesperson to support.
B) Customers prefer dealing with many salespeople rather than one salesperson.
C) Salespeople prefer working in groups because of the opportunity for flex hours and job sharing.
D) A group of salespeople assigned to one account is cost effective for corporations.
E) Fewer skilled salespeople are working in the high-tech industry.
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