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Homework answers / question archive / Ohio University, Athens MKT 4630 Chapter 16-Directing and Managing the Field Sales Effort True/Questions 1)Strategic account managers are responsible for building and sustaining relationships with individual strategic accounts

Ohio University, Athens MKT 4630 Chapter 16-Directing and Managing the Field Sales Effort True/Questions 1)Strategic account managers are responsible for building and sustaining relationships with individual strategic accounts

Marketing

Ohio University, Athens

MKT 4630

Chapter 16-Directing and Managing the Field Sales Effort

True/Questions

1)Strategic account managers are responsible for building and sustaining relationships with individual strategic accounts.

 

 

  1. Simply defined, sales objectives are the firm’s desired results and the sales force’s central task.

 

 

  1. The proportion of customers from the start of the year who are still customers at the end of the year is called customer retention.

 

 

  1. In a bottom-up process, senior sales managers partition overall revenue objective among sales regions.

 

 

  1. Calendarizing allows the firm to monitor performance on a continuous basis and sets the stage for making course corrections if performance deviates negatively from the objectives.

 

  1. The experimental method to sales force sizing uses the following three steps: (1) estimate the total number of selling hours required to achieve sales objectives, (2) calculate the number of available selling hours per salesperson, and (3) calculate the required sales force size.

 

 

  1. When a salesperson has total responsibility in a specific geographic area, the sales force organizational form is referred to as geographic.

 

 

  1. In many firms, the best salespeople spend more than 80% of their time face to face with customers trying to make sales.

 

 

  1. Stereotyping is a major criterion relevant to a firm’s decision to outsource the selling process.

 

 

  1. According to the text, commission is variable compensation based on sales or profits.

 

 

  1. Compensation paid regardless of short-term sales performance is referred to as salary.

 

 

  1. Different salespeople are responsible for the firm’s most important customers in the strategic/key account organization form.

 

 

 

  1. Compensation paid regardless of sales performance is referred to as commission.

 

 

  1. According to the text, salary is variable compensation based on sales or profits.

 

 

  1. Bonus describes compensation based on attaining a level of sales or profits.

 

 

  1. Sizing and defining the pool from which salespeople will be selected is referred to as recruitment.

 

 

  1. According to the text, selection is using a set of criteria to choose salespeople from the recruitment pool.

 

 

  1. An example of a Type I error is not hiring a salesperson who would have succeeded had he or she been hired.

 

 

  1. Retaining is maintaining high-performing salespeople in the sales force.

 

 

  1. Designing critical organizational processes is a sales management task that focuses on developing sales strategy.

 

 

 Multiple Choice Questions

  1. According to the text,                                are the traditional basis on which sales objectives are developed.

a.) breakeven point

b.) gross contribution margin

c.) total variable costs

d.) gross sales revenues

 

  1.                                             are responsible for building and sustaining relationships with individual strategic accounts.

a.) Global account managers b.) Sales representatives

c.) Strategic account managers

d.) Sales managers

 

  1.                                             develop plans for multinational accounts and manage the global account teams that implement their strategies.

a.) Global account managers

b.) Strategic account managers

 

c.) Sales representatives d.) Sales managers

 

  1.                                       is the proportion of customers from the start of the year who are still customers at the end of the year.

a.) Customer churn

b.) Customer defection

c.) Customer retention  d.) Customer deflection

 

  1. Which of the following is NOT mentioned in the text as a key task of sales management? a.) Set and achieve sales objectives.

b.) Develop new product offerings.

c.) Determine and allocate selling effort. d.) Design the sales organization.

 

  1. Simply defined,                                             is/are the firm’s desired results and the sales force’s central task.

a.) the company’s vision b.) the company’s mission c.) strategic plans

d.) sales objectives

 

  1. Sales objectives turned into specific performance requirements are called

                                        .

a.) sales quotas

b.) sales forecasts c.) commissions d.) rebates

 

  1. Typically, the most common way the sales force deals with overall sales objectives is to break them down into                                                                                 like sales regions, sales districts, and individual sales territories.

a.) input objectives b.) strategic units

c.) control units

d.) output objectives

 

  1. In a                                           process, senior sales managers partition overall revenue objective among sales regions.

a.) top-down

b.) horizontal c.) bottom-up d.) virtual

 

  1. In a                                           process, the district manager asks each salesperson to commit to certain sales levels by product and segment.

a.) top-down b.) horizontal

 

c.) bottom-up

d.) virtual

 

  1.                                             allows the firm to monitor performance on a continuous basis and sets the stage for making course corrections if performance deviates from the objectives.

a.) Calendarizing

b.) Consolidating c.) Forecasting d.) Satisficing

 

  1. All of the following represent alternative measures of sales performance EXCEPT: a.) Customer retention

b.) Close rate

c.) Calendarizing

d.) Customer satisfaction

 

  1. Which of the following is NOT mentioned in the text as a related decision that concerns the assessment and allocation of the selling effort?

a.) Sales force size

b.) Sales force activity

c.) Selling effort allocation

d.) Sales force intelligence

 

  1. Which of the following represent the two methods for approaching the sales force sizing decision?

a.) Experimental and analytic

b.) Systematic and analytic c.) Experimental and intuitive d.) Standardized and analytic

 

  1. The                                           method to sales force sizing uses the following three steps: (1) estimate the total number of selling hours required to achieve sales objectives, (2) calculate the number of available selling hours per salesperson, and (3) calculate the required sales force size.

a.) experimental

b.) analytic

c.) judgmental d.) standardized

 

  1. For which of the following approaches to sales force sizing does the firm classify accounts on multiple dimensions?

a.) Experimental

b.) Analytic

c.) Judgmental

d.) Portfolio model

 

  1. All of the following are mentioned in the text as steps used in sales training programs EXCEPT:

a.) Call objectives

b.) Need elicitation

 

c.) Determining breakeven points  d.) Handling objections

 

  1. In many firms, the best salespeople spend                             of their time face to face with customers trying to make sales.

e.) Less than 20%  f.) 21% to 40%

g.) 41% to 60%

h.) More than 60%

 

  1. All of the following are mentioned in the text as distinct steps necessary to translate the generalized market segment offer into the specific message delivered by individual salespersons to individual customers EXCEPT:

a.) Salespeople and sales managers must analyze the specific customer needs and competitive threats at their accounts.

b.) Salespeople must translate the core strategy statements into specific benefits for their accounts.

c.) Salespeople must be prepared to answer objections and sell against strong competition.

d.) Salespeople must be willing to make unethical decisions to compete against strong competition.

 

  1. All of the following are mentioned in the text as critical issues that should be considered when designing the sales organization EXCEPT:

a.) Whether or not the selling effort should be conducted by firm employees or outsourced to another organization

b.) Determining how a competitor-based sales force should be organized

c.) Determining how an employee-based sales force should be organized

d.) Determining how the entire firm/customer organizational interface should be managed

 

  1. Which of the following is NOT mentioned in the text as a major criterion relevant in a firm’s decision to outsource the selling process?

a.) Control b.) Cost

c.) Flexibility

d.) Stereotyping

 

  1. The cost of all of the following salespeople is frequently almost completely variable EXCEPT:

a.) For a company’s own sales force

b.) For agents

c.) For representatives d.) For brokers

 

  1. Specialized selling effort can be constructed in all of the following ways EXCEPT: a.) By product

b.) By distribution channel member

c.) By competitor

d.) By market segment

 

  1. When a salesperson has total responsibility in a specific geographic area, the sales force organizational form is referred to as                                                                           .

a.) product form

b.) geographic form

c.) market-segment form d.) key account form

 

  1. Different salespeople are responsible for the firm’s most important customers in which of the following sales force organizational forms?

a.) Product form

b.) Geographic form

c.) Market segment form

d.) Strategic/key account form

 

  1. Compensation paid regardless of sales performance is referred to as                                               .

a.) salary

b.) commission c.) gainshare d.) bonus

 

  1. According to the text,                                             is variable compensation based on sales or profits.

a.) salary

b.) commission

c.) gainshare d.) bonus

 

  1. Which of the following describes compensation based on attaining a level of sales or profits?

a.) Salary

b.) Commission c.) Gainshare

d.) Bonus

 

  1. All of the following are mentioned in the text as questions that salespeople should be able to answer affirmatively before the reward system will motivate the required behavior and results EXCEPT:

a.) Do I believe that I can achieve my objectives?

b.) Do I value the promised rewards contingent on my achieving these objectives?

c.) Is the reward system legal?

d.) Do I believe that I will receive these rewards if I achieve my objectives?

 

  1. To secure the right people, a firm must work through all of the following steps EXCEPT: a.) Recruitment

b.) Selection

c.) Proofing

d.) Training

 

  1. Sizing and defining the pool from which salespeople will be selected is referred to as

                                           .

 

a.) recruitment

b.) selection c.) proofing d.) training

 

  1. According to the text,                                             is using a set of criteria to choose salespeople from the recruitment pool.

a.) recruitment

b.) selection

c.) proofing d.) training

 

  1. Ensuring that those salespeople hired acquire the necessary knowledge, skills, and abilities to make them effective is referred to as                                                                         .

a.) recruitment b.) selection c.) proofing

d.) training

 

  1.                                          is maintaining high performing salespeople in the sales force.

a.) Retaining

b.) Recruitment c.)   Selection d.) Proofing

 

  1. Which of the following trade-offs is NOT mentioned in the text as a requirement for considering the decision to hire a qualified salesperson?

a.) Time

b.) Demographic

c.) Tolerance for failure d.) Hiring philosophy

 

  1. An example of a                                        is hiring a salesperson who eventually fails. a.) Type IV error

b.) Type III error c.) Type II error

d.) Type I error

 

  1. An example of a                                        is not hiring a salesperson who would have succeeded had he or she been hired.

a.) Type IV error b.) Type III error

c.) Type II error

d.) Type I error

 

Essay Questions

 

  1. In a short essay, list the six tasks of sales management.

 

 

  1. In a short essay, list and discuss the three crucial questions when deciding whether or not to outsource the firm’s selling efforts.

 

 

 

  1. In a short essay, list and discuss the four territory design steps.

 

 

 

 

  1. In a short essay, discuss promotions, work assignments, and financial compensation as reward systems for ensuring that the selling effort is implemented as planned and sales objectives are reached.

 

 

 

 

  1. In a short essay, list and discuss the trade-offs that must be considered in a firm’s approach to securing effective salespeople.

 

 

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