Reference no: EM13604227

Answer the following 10 Questions below, please use my course textbook ONLY. <br/> <br/>Course Textbook <br/> <br/>Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin. <br/> <br/>Question 1 <br/>Which of these statements regarding the use of part-time salespeople is correct? <br/> <br/>a)The use of these representatives is decreasing as companies build full-time sales forces. <br/> <br/>b)One problem with part-time salespeople is that they are difficult to contact. <br/> <br/>c)They are usually flexible in their availability. <br/> <br/>d)Companies should not use part-time representatives for promotional types of selling. <br/> <br/>Question 2 <br/>Which of the following is the greatest limitation of a geographical territory type of sales organization? <br/> <br/>a)It is difficult to set up sales territories. <br/> <br/>b)It is a high-cost type of organization. <br/> <br/>c)Sales reps may not have the necessary expertise in all the products they sell. <br/> <br/>d)Large customers cannot be serviced properly. <br/> <br/>Question 3 <br/>The Civil Rights legislation affecting sales forces is least likely to apply to: <br/> <br/>a)compensation for men and women. <br/> <br/>b)methods of supervising the sales force. <br/> <br/>c)hiring practices. <br/> <br/>d)promotions from sales jobs to manager''s positions. <br/> <br/>Question 4 <br/>When a sales force is organized by product lines: <br/> <br/>a)more than one sales rep may call on the same customer. <br/> <br/>b)a firm cannot effectively use staff assistants who specialize by product line. <br/> <br/>c)this is not a good structure for selling complex, technical products. <br/> <br/>d)usually each customer is called on by only one salesperson in the company. <br/> <br/>Question 5 <br/>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: <br/> <br/>a)decrease the number of representatives it will need. <br/> <br/>b)have no impact on the number of representatives it will need. <br/> <br/>c)increase the number of representatives it will need. <br/> <br/>d)increase the number of telemarketers it will need. <br/> <br/>Question 6 <br/>An improvement in the sales representative''s selection process should lead to: <br/> <br/>a)a switch to on-the-job training programs. <br/> <br/>b)more salespeople being paid a straight commission. <br/> <br/>c)fewer sales jobs. <br/> <br/>d)a reduction in the rate of turnover on the sales force. <br/> <br/>Question 7 <br/>The job description for a certain sales job is not likely to be used for: <br/> <br/>a)forecasting sales in a salesperson''s territory. <br/> <br/>b)determining the content of a sales training program. <br/> <br/>c)evaluating a sales representative''s performance. <br/> <br/>d)designing a sales compensation plan. <br/> <br/>Question 8 <br/>With regard to the roles of the buying center, a purchasing agent is almost always the ____________ <br/> <br/>a)influencer <br/> <br/>b)buyer <br/> <br/>c)decider <br/> <br/>d)gatekeeper <br/> <br/>Question 9 <br/>Ethical considerations are most likely to arise when our recruiting source for salespeople is: <br/> <br/>a)plant or office workers in our firm. <br/> <br/>b)employment agencies. <br/> <br/>c)noncompetitive firms selling products related to ours. <br/> <br/>d)competitor''s sales forces. <br/> <br/>Question 10 <br/>According to the text, future selection criteria for salespeople are likely to include: <br/> <br/>a)great team-player and high computer literacy. <br/> <br/>b)multi-media skills and highly independent. <br/> <br/>c)great closer and works well under pressure. <br/> <br/>d)knows several languages and other cultures. <br/>