Reference no: EM13523816

Course Textbook

Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin.

Question 1
Which of these statements regarding the use of part-time salespeople is correct?

a)The use of these representatives is decreasing as companies build full-time sales forces.

b)One problem with part-time salespeople is that they are difficult to contact.

c)They are usually flexible in their availability.

d)Companies should not use part-time representatives for promotional types of selling.

Question 2
Which of the following is the greatest limitation of a geographical territory type of sales organization?

a)It is difficult to set up sales territories.

b)It is a high-cost type of organization.

c)Sales reps may not have the necessary expertise in all the products they sell.

d)Large customers cannot be serviced properly.

Question 3
The Civil Rights legislation affecting sales forces is least likely to apply to:

a)compensation for men and women.

b)methods of supervising the sales force.

c)hiring practices.

d)promotions from sales jobs to manager''s positions.

Question 4
When a sales force is organized by product lines:

a)more than one sales rep may call on the same customer.

b)a firm cannot effectively use staff assistants who specialize by product line.

c)this is not a good structure for selling complex, technical products.

d)usually each customer is called on by only one salesperson in the company.

Question 5
If a company plans to increase the extent to which it practices relationship marketing versus transaction marketing with its current customers, this is likely to:

a)decrease the number of representatives it will need.

b)have no impact on the number of representatives it will need.

c)increase the number of representatives it will need.

d)increase the number of telemarketers it will need.

Question 6
An improvement in the sales representative''s selection process should lead to:

a)a switch to on-the-job training programs.

b)more salespeople being paid a straight commission.

c)fewer sales jobs.

d)a reduction in the rate of turnover on the sales force.

Question 7
The job description for a certain sales job is not likely to be used for:

a)forecasting sales in a salesperson''s territory.

b)determining the content of a sales training program.

c)evaluating a sales representative''s performance.

d)designing a sales compensation plan.

Question 8
With regard to the roles of the buying center, a purchasing agent is almost always the ____________

a)influencer

b)buyer

c)decider

d)gatekeeper

Question 9
Ethical considerations are most likely to arise when our recruiting source for salespeople is:

a)plant or office workers in our firm.

b)employment agencies.

c)noncompetitive firms selling products related to ours.

d)competitor''s sales forces.

Question 10
According to the text, future selection criteria for salespeople are likely to include:

a)great team-player and high computer literacy.

b)multi-media skills and highly independent.

c)great closer and works well under pressure.

d)knows several languages and other cultures.