Reference no: EM13604232

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 changes is apt to decrease the geographical size of a territory? <br/> <br/>a)cover an area more intensively with increased call frequencies, etc., in order to meet competition more effectively. <br/> <br/>b)company substitutes a selective distribution policy instead of mass distribution. <br/> <br/>c)company decides to sell to retailers instead of door-to-door. <br/> <br/>d)have a sales rep discontinue the missionary phases of his job and do nothing but straight selling. <br/> <br/>Question 2 <br/>When designing sales territories the ideal goal is to have: <br/> <br/>a)all representatives reach approximately the same level of income. <br/> <br/>b)all districts be equal in both sales potential and work load for the representatives. <br/> <br/>c)all districts be of equal in size. <br/> <br/>d)all territories provide the same profit potential. <br/> <br/>Question 3 <br/>Regarding the North American Industry Classification System: <br/> <br/>a)It is used to forecast the sales of consumer products. <br/> <br/>b)It classifies test markets according to their representativeness of certain types of consumers. <br/> <br/>c)It can be used as a basis for developing a composite forecast. <br/> <br/>d)It can be used as a basis for developing a market index. <br/> <br/>Question 4 <br/>A county or group of contiguous counties with a combined population of 100,000, with a general urban area over 50,000, and with mainly nonagricultural employment is best described as a _________________. <br/> <br/>a)sales territory <br/> <br/>b)metropolitan statistical area <br/> <br/>c)census tract. <br/> <br/>d)trading area <br/> <br/>Question 5 <br/>Most sales executives believe that claim jumping by sales reps: <br/> <br/>a)lowers selling costs. <br/> <br/>b)is a necessary evil. <br/> <br/>c)is often a sign that territories are too big. <br/> <br/>d)can be an indication of the need for territorial adjustment. <br/> <br/>Question 6 <br/>Once territories are established, sales managers should: <br/> <br/>a)seldom - if ever - revise them. <br/> <br/>b)revise them regularly as companies and markets change. <br/> <br/>c)regularly rotate salespeople through each territory. <br/> <br/>d)encourage claim jumping. <br/> <br/>Question 7 <br/>Experts have estimated that about_____ of sales territories are either too big or too small. <br/> <br/>a)15% <br/> <br/>b)25% <br/> <br/>c)55% <br/> <br/>d)75% <br/> <br/>Question 8 <br/>The total share of lawnmower sales, in the South Atlantic census region, which Sears, Roebuck should get next year is that company''s ______________ for the product. <br/> <br/>a)market potential <br/> <br/>b)sales budget <br/> <br/>c)sales potential <br/> <br/>d)market factor <br/> <br/>Question 9 <br/>A sales territory is a geographical area. But the key words in the definition or concept of a sales territory are: <br/> <br/>a)basic control unit. <br/> <br/>b)present and potential customers. <br/> <br/>c)salesperson or sales branch. <br/> <br/>d)effective use of a salesperson''s time. <br/> <br/>Question 10 <br/>An annual (rather than quarterly) budget period is most likely to be used in a company that: <br/> <br/>a)wants considerable flexibility in its budget. <br/> <br/>b)wants very close control over its operations. <br/> <br/>c)has seasonal production and marketing cycles. <br/> <br/>d)wants to minimize the time and detail that goes into the budgeting process. <br/>