Question 1

Complex salesforce structures include those specialised by customer and territory,by product and territory,by product and customer,and by territory,product and customer.

Accepted Answer

Complex salesforce structures can be specialized by customer and territory, by product and territory, by product and customer, and by territory, product, and customer.

Question 2

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

Accepted Answer

Many companies are shifting towards compensation plans that incentivize salespeople to focus on building customer relationships and long-term value, rather than just closing deals for short-term gains. This helps prevent salespeople from pressuring or alienating customers, which can ultimately hurt the business in the long run.

Question 3

Sales ________ encourage a salesforce to make a selling effort that is above and beyond the normal expectation.

Accepted Answer

Contests are designed to incentivize sales representatives to go beyond their usual sales performance. The competition aspect of contests helps motivate individuals to reach their goals and possibly achieve rewards or recognition for their efforts. Quotas, teams, reports, and plans may also affect sales performance, but they do not necessarily encourage the salesforce to exceed expectations in the way that contests do.

Question 4

A(n)________ is a salesperson's write-up of his or her completed sales activity.

Accepted Answer

A call report is a salesperson's write-up of his or her completed sales activity, including details such as the customer's name, the products or services sold, and any follow-up actions needed. It is typically submitted to a sales manager or supervisor to provide insight into the salesperson's performance and progress towards meeting sales goals. Expense reports track a salesperson's expenses related to business activities, sales reports provide an overview of the overall sales performance of a company or team, sales quotas are targets set for salespeople to achieve, and time-and-duty analysis is a tool used to evaluate a salesperson's time management and productivity.

Question 5

Salespersons require extensive lists of prospects to generate just a few sales.The best source of information for finding sales leads is ________.

Accepted Answer

Referrals are often considered the best source of sales leads because they come from trusted sources and have a higher likelihood of conversion compared to cold leads from other sources.

Question 6

A company wants its outside salespeople to spend more time with its existing customers.One way for it to accomplish this goal would be to hire additional technical support people and sales assistants.

Accepted Answer

By hiring additional technical support people and sales assistants, the company can offload some of the tasks that salespeople currently handle themselves, such as answering customer inquiries or arranging appointments. This would free up more time for salespeople to meet with existing customers and deepen those relationships.

Question 7

Which of the following is NOT a source of information used by salespeople to generate leads?

Accepted Answer

All of the sources mentioned (referrals, Web sources, social networks, and directories) are commonly used by salespeople to generate leads.

Question 8

A salesperson's ________ is often related to how well he or she meets a set quota.

Accepted Answer

Compensation is directly linked to a salesperson's performance in meeting their quota. If they exceed their quota, their compensation may increase, and vice versa.

Question 9

Using e-learning to train salespeople offers few advantages and is limited in application.

Accepted Answer

E-learning can provide many advantages for sales training, including flexibility, cost-effectiveness, and the ability to track progress and measure outcomes. It can be applied to a range of topics and delivered in a variety of formats, such as videos, interactive modules, and quizzes. However, it may not be suitable for all aspects of sales training, particularly those that require hands-on practice and coaching. Additionally, some learners may prefer traditional classroom or on-the-job training methods. Overall, e-learning can be a valuable tool for sales training, but it should be used strategically and in conjunction with other methods.

Question 10

Few companies provide sales training beyond a few weeks or months for new members of the salesforce.

Accepted Answer

Many companies invest in ongoing sales training for their salesforce, recognizing that continuous learning and development are crucial for adapting to market changes and improving sales techniques over time.

Question 11

As a result of the Federal Government's Do Not Call Registry,telemarketing is now rarely used.

Accepted Answer

While the Do Not Call Registry has decreased the number of telemarketing calls, it has not completely eliminated the practice. Telemarketing is still used, but with more restrictions and regulations in place.

Question 12

Of all the ways to structure a salesforce,product salesforce structure is most effective in helping the company to become more customer focused and build closer relationships with important customers.

Accepted Answer

A product sales force structure organizes salespeople around specific products or product lines, which can lead to expertise in those products but does not inherently focus on customer relationships or customer-centric strategies. A customer sales force structure, where the organization is based around specific customer groups or industries, is more directly aimed at building closer relationships with important customers and becoming more customer-focused.

Question 13

A salesman for a frozen foods company is responsible for all customers in the state of Tasmania.The firm uses a territorial salesforce structure.

Accepted Answer

A territorial salesforce structure assigns specific geographic territories to each salesperson. In this case, the salesman is responsible for all customers in the state of Tasmania, indicating that a territorial salesforce structure is in place.

Question 14

Management sets standards that state the amount each salesperson should sell and how sales should be divided among the company's products with ________.

Accepted Answer

Sales quotas are specific sales goals set by management for individual salespeople or teams. These quotas can include targets for the amount of sales, how those sales are divided among products, and other performance metrics. Sales quotas are a common tool used by many companies to help drive sales and ensure that their salespeople are meeting their goals.

Question 15

A company that treats its salespeople as valuable contributors with unlimited income opportunities has developed a(n)________ that will have lower staff turnover and higher salesforce performance.

Accepted Answer

An organizational climate that values salespeople as important contributors and offers them unlimited income opportunities is likely to result in lower staff turnover and higher salesforce performance. This climate encompasses the overall environment and culture within the organization, influencing employee motivation and satisfaction.

Question 16

You want to collect information to evaluate your salesforce in the eastern states.Which of the following would you be LEAST likely to consider in doing so?

Accepted Answer

Personality trait assessments are unlikely to be considered as relevant data for evaluating salesforce performance. The other options such as sales reports, call reports, expense reports, and profit performance in the territory are all important measures of the sales team's effectiveness.

Question 17

Three common tools sales managers use to motivate the salesforce include the organisational climate,sales quotas and positive ________.

Accepted Answer

Incentives, such as bonuses, commissions, or prizes, are a commonly used tool for motivating salespeople. These rewards serve as a tangible reminder that their hard work and success are valued by the organization. Additionally, a positive organizational climate, characterized by open communication, supportive leadership, and opportunities for growth and development, can also motivate salespeople by making them feel valued and engaged in their work. Sales quotas, which establish clear goals for salespeople to work towards, can also be motivating by providing a sense of purpose and direction. However, if quotas are set too high or are unrealistic, they can have the opposite effect and demotivate the salesforce.

Question 18

The growth of product management has contributed to the increasing adoption of customer salesforce structures.

Accepted Answer

The answer of The growth of product management has contributed...

Question 19

Team selling is ideal when customer problems become more complex,and customers become larger and more demanding.Sales teams have the advantages of uncovering problems that an individual would not,and they are better able to develop new opportunities.

Accepted Answer

Team selling allows for a more comprehensive approach and better problem-solving abilities, which is especially useful in complex and demanding customer situations. Additionally, having multiple team members can lead to the identification of new business opportunities that may not have been uncovered by an individual salesperson.

Question 20

The workload approach to estimate salesforce size is outdated.

Accepted Answer

The workload approach remains a relevant and widely used method for estimating salesforce size, as it considers the amount of work required to serve customers effectively, including factors like the number of customers, frequency of visits, and time per visit, allowing for a tailored and efficient allocation of sales resources.

Quiz 12: Marketing Channels: Delivering Customer Value