Question 1

The __________ is a common formula-based approach for determining the size of a salesforce.

Accepted Answer

The workload method is a common formula-based approach for determining the size of a salesforce. This method involves calculating the amount of work that needs to be done by each salesperson, based on factors such as the number of customers, the sales potential of each customer, and the amount of time needed to service each customer. The total workload is then divided by the average workload that a single salesperson can handle, to determine the number of salespeople needed.

Question 2

According to the textbook,one of the MOST crucial tasks of sales management is

Accepted Answer

Effective recruitment and selection of salespeople is crucial because having the right team in place is foundational to achieving sales objectives and ensuring the success of other sales management tasks.

Question 3

The workload method

Accepted Answer

The workload method determines the size of a salesforce by integrating the number of customers served, call frequency, call length, and available selling time to arrive at a salesforce size figure. It helps in optimizing the sales team's performance and productivity.

Question 4

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

Accepted Answer

The answer of Consider Figure 20-7 above,which is an account...

Question 5

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and __________.

Accepted Answer

The three major tasks involved in implementing a sales plan are: (1)salesforce recruitment and selection,(2)salesforce training,and (3)salesforce motivation and compensation.

Question 6

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."C" represents which account management policy?

Accepted Answer

The answer of Consider Figure 20-7 above,which is an account...

Question 7

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

Accepted Answer

The answer of When using an account management policy grid,an...

Question 8

Diamond Line is a distributor of everything a florist needs to create a beautiful arrangement except the flowers.It sells to 10,000 flower and gift shops and 5,000 supermarkets nationwide.Each florist is called on four times a month and each supermarket is called on twice a month.Assume a 52-week calendar year and that each salesperson takes a four-week vacation.A sales call to a florist takes one hour,and a sales call to a supermarket takes two hours of selling time.An average salesperson spends 1,000 hours per year making sales calls.Calculate the number of salespeople Diamond Line needs to cover its account base.The number of salespeople is __________.

Accepted Answer

The answer of Diamond Line is a distributor of everything...

Question 9

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Accepted Answer

The answer of When using an account management policy grid,an...

Question 10

Account management policies refer to policies that

Accepted Answer

Account management policies specify whom salespeople should contact, what kinds of selling and customer service activities should be engaged in, and how these activities should be carried out. This helps the salesforce effectively manage relationships with current customers and increase sales. A, B, C, and E refer to other aspects of sales management policies.

Question 11

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection;salesforce training;and __________.

Accepted Answer

The third major task involved in the implementation stage of the sales management process is salesforce motivation and compensation. This involves determining the appropriate incentives, bonuses, and rewards to motivate and encourage the sales team to reach their targets and objectives. It also involves establishing a fair and competitive compensation plan that aligns with the company's overall sales strategy and objectives.

Question 12

Aspects of __________ policies might include which individuals in a buying organization should be contacted,the amount of sales and service effort that different customers should receive,and the kinds of information salespeople should collect before or during a sales call.

Accepted Answer

The answer of Aspects of __________ policies might include which...

Question 13

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection;__________;and salesforce motivation and compensation.

Accepted Answer

The answer of There are three major tasks involved in...

Question 14

ABB is a Swiss-based manufacturer of industrial equipment with annual sales of $30 billion.At one time,ABB had a salesforce that sold only generators,one that only sold boilers,another that only sold transformers,and so forth.Each of its salespeople was an expert on the items he or she sold.Its salesforce was organized by __________.

Accepted Answer

ABB's salesforce was organized by product, with each salesperson being an expert on the specific item they sold (generators, boilers, transformers, etc.).

Question 15

A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Accepted Answer

Account management policies outline guidelines for salespeople on whom to contact, what activities to engage in, and how to execute these activities effectively.

Question 16

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."A" represents which account management policy?

Accepted Answer

"A" represents accounts that should receive a high level of sales calls and service to retain and possibly build accounts. This corresponds to the high opportunity and strong sales position quadrant in the account management policy grid.

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 serve customers and increase sales. The other options are not advantages of a product sales organization.

Question 18

A formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as the __________.

Accepted Answer

The answer of A formula-based method for determining the size...

Question 19

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."D" represents which account management policy?

Accepted Answer

The answer of Consider Figure 20-7 above,which is an account...

Question 20

The disadvantage of product sales organization is

Accepted Answer

A product sales organization can lead to high administration costs and duplication of selling effort because multiple salespeople may end up calling on the same customer, leading to inefficiencies.

Quiz 20: Personal Selling and Sales Management

The __________ is a common formula-based approach for determining the size of a salesforce.

According to the textbook,one of the MOST crucial tasks of sales management is

The workload method

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."B" represents which account management policy?

There are three major tasks involved in the implementation stage of the sales management process: salesforce motivation and compensation,salesforce training,and __________.

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."C" represents which account management policy?

When using an account management policy grid,an account would receive a high level of sales calls if the account opportunity level assessment is

When using an account management policy grid,an account would replace personal calls with telemarketing or direct mail if the account opportunity level assessment is

Account management policies refer to policies that

The three major tasks involved in the implementation stage of the sales management process are: salesforce recruitment and selection;salesforce training;and __________.

Aspects of __________ policies might include which individuals in a buying organization should be contacted,the amount of sales and service effort that different customers should receive,and the kinds of information salespeople should collect before or during a sales call.

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection;__________;and salesforce motivation and compensation.

A policy that specifies whom salespeople should contact,what kinds of selling and customer service activities should be engaged in,and how these activities should be carried out are referred to as

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."A" represents which account management policy?

The advantage of a product sales organization is that

A formula-based method for determining the size of a salesforce that integrates the number of customers served,call frequency,call length,and available selling time to arrive at a salesforce size is referred to as the __________.

Consider Figure 20-7 above,which is an account management policy grid that groups customers according to the level of opportunity and the firm's competitive sales position."D" represents which account management policy?

The disadvantage of product sales organization is