Question 1

All of the following are behaviorally-related sales objectives EXCEPT:

Accepted Answer

Number of new customers is not behaviorally-related, as it is not about the behavior of the salesperson but about the result of their efforts. The other options all relate to specific behaviors that the salesperson can develop or improve upon.

Question 2

Which salesforce organizational structure is best when there are many different consumer types with many different or specialized needs?

Accepted Answer

A customer-based organizational structure is best when there are many different consumer types with specialized needs, as it allows the company to tailor its approach and services to meet the specific requirements of each customer segment.

Question 3

When specific knowledge is required to sell certain types of products or services, then a __________ is used.

Accepted Answer

When specific knowledge is required to sell certain types of products or services, a product organization is used. This is because the sales team is organized around specific products or product lines, rather than by geography or customer type. This allows them to become experts in the features, benefits, and uses of those products and provide more effective sales pitches to potential customers.

Question 4

A geographical sales organization would NOT be the best structure if

Accepted Answer

A geographical sales organization would NOT be the best choice if a firm's products or customers require specialized knowledge, as this structure may not provide the necessary expertise to effectively sell to these customers or promote these products.

Question 5

When different types of buyers have different needs, a __________ sales organization structure used.

Accepted Answer

The answer of When different types of buyers have different...

Question 6

The disadvantage of product sales organization is

Accepted Answer

The answer of The disadvantage of product sales organization is
...

Question 7

An advantage of a geographical sales organization is that it

Accepted Answer

The answer of An advantage of a geographical sales organization...

Question 8

The use of teams of sales, service, and technical personnel who work with purchasing, manufacturing, engineering, logistics, and financial executives in customer organizations is referred to as __________.

Accepted Answer

The use of teams of sales, service, and technical personnel who work with various executives (purchasing, manufacturing, engineering, logistics, and financial) in customer organizations is known as key account management. The focus is on building and nurturing long-term relationships with key customers, customizing products and services, and meeting their unique needs. A, B, C, and D are different selling approaches that may or may not involve team selling.

Question 9

The sales manager instructed the salesperson to "Make five hundred customer contacts between January 1^st and July 1^st." The sales manager voiced a(n) __________ sales objective.

Accepted Answer

The instruction given to the salesperson is an input-related sales objective, as it focuses on a specific activity that the salesperson needs to perform (making customer contacts), rather than on a specific outcome or behavior.

Question 10

A disadvantage of a customer sales organization is

Accepted Answer

A customer sales organization typically has a larger number of salespeople, which can result in higher administrative costs and some duplication of selling effort. This can be a disadvantage compared to a product sales organization, which typically has fewer salespeople and a more focused selling approach.

Question 11

Which is the simplest form of salesforce organizational structure?

Accepted Answer

The answer of Which is the simplest form of salesforce...

Question 12

The office memo read, "Sales representatives from Kansas, Nebraska, Iowa, and Missouri will report directly to the Midwest regional manager." From this information, it would appear the company that issued the memo uses a __________ sales organization for its salesforce.

Accepted Answer

The memo specifically mentions the states of Kansas, Nebraska, Iowa, and Missouri, which indicates a geographical sales organization structure where sales representatives are assigned to specific regions based on their location.

Question 13

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a __________.

Accepted Answer

This type of organization is called a customer sales organization. It is a common approach in B2B sales, where different sales teams are assigned to specific types of customers, such as key accounts, small businesses, or government agencies. This allows the sales teams to focus on the unique needs and preferences of each type of customer, and to build stronger relationships with them. This approach can also help the organization to identify new sales opportunities and to develop more targeted marketing strategies.

Question 14

A __________ is the simplest salesforce structure, where the United States, or indeed the globe, is first divided into regions and then each region is divided into districts or territories.

Accepted Answer

A geographic sales organization is the simplest structure, which divides the country or world into regions, and then further into districts or territories. This structure is commonly used for field sales teams that cover a wide territory. The other options, product/service sales organization, customer sales organization, demographic sales organization, and NAICS sales organization are more complex structures that may be used in addition to or instead of a geographic sales organization.

Question 15

An effective sales plan objective should be

Accepted Answer

The best choice is D because it includes all the characteristics of an effective sales plan objective: it is precise, measurable, and time specific. A general objective would not provide enough direction, while a subjective objective would be open to interpretation and not measurable. Flexibility is important, but not as important as being precise and measurable. Profitability is also important, but not as important as specifying exactly what needs to be achieved and by when.

Question 16

Canam Canada specializes in the fabrication of steel joists, joist girders, and steel deck. Canam Canada offers value-added engineering support, architectural flexibility and customized solutions and services. Canam Canada uses team selling that focus on important customers to build mutually beneficially, long-term, relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Canam's salesforce practices

Accepted Answer

Canam Canada's salesforce practices key account management, which involves focusing on important customers to build mutually beneficially, long-term, relationships. Teams include sales, service, and technical personnel to work exclusively with assigned customers. Unique, specialty, one-of-a-kind, and consultative account management are not specifically mentioned in the given information.

Question 17

The advantage of a product sales organization is that

Accepted Answer

The advantage of a product sales organization is that salespeople can develop expertise with technical characteristics, applications, and selling methods associated with a particular product or family of products. This allows them to better understand the product and effectively communicate its value proposition to potential customers.

Question 18

Major account management refers to

Accepted Answer

Major account management involves using a team selling approach to focus on the most important customers and building long-term, mutually beneficial relationships. This goes beyond simply assigning a single salesperson to a customer, or focusing solely on the most profitable accounts. It involves collaboration and cooperation from multiple members of a sales team to ensure the customer's needs are being met and their business is being valued. Option A, B, D and E do not fully capture the essence of major account management.

Question 19

The practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships is referred to as __________.

Accepted Answer

Major account management is the practice of using team selling to focus on important customers and build mutually beneficial, long-term, cooperative relationships. Relationship marketing and selling are related concepts but refer to broader strategies for building customer relationships across all levels of the organization, not just through sales teams. Customer account management and needs-satisfaction selling are also related but do not specifically focus on team selling or major accounts.

Question 20

A third type of sales objective is __________, which is typically specific for each salesperson and includes his or her product knowledge, customer service, and selling and communication skills.

Accepted Answer

Expertise-related objectives refer to the skills and knowledge of the salesperson, while behaviorally related objectives focus on the salesperson's behavior and actions, such as customer service and selling skills. Given that the question specifically mentions product knowledge, customer service, and selling and communication skills, it is most appropriate to choose E, behaviorally related objectives.

Quiz 17: Personal Selling and Sales Management