Ch 6

Question 1

T/F: An effective closing technique is the ‘invisible close’ where the salesperson says, “OK then! What shall (or should) we do next?” or “How would you like to proceed?”

Answer 1

True

Question 2

T/F: Executives generally expect more and more sales forces to be organized according to the type and size of the customer.

Answer 2

True

Question 3

T/F: One of most serious problems with geographical organizations is that salespeople must sell the entire line, when they may not be equally knowledgeable about all product lines.

Answer 3

True

Question 4

T/F: One of the problems with organizing your company’s sales force as generalists is that salespeople have a great deal of latitude to decide which products to emphasize.

Answer 4

True

Question 5

T/F: One benefit of a customer specialized sales force is that they are able to be very knowledgeable about their clients and the clients’ industry.

Answer 5

True

Question 6

T/F: An example of a functional specialist type sales organization is to have new customer (Hunters) and retention (Farmer) specialists.

Answer 6

True

Question 7

T/F: A strategic account program is essentially an effort to provide the kinds of services and products necessary to establish a long-term relationship with key customers.

Answer 7

True

Question 8

T/F: One reason more and more companies are establishing strategic account programs is that a select group of customers are accounting for a disproportionately large share of total sales.

Answer 8

True

Question 9

T/F: Telemarketing is frequently used to sell to smaller customers.

Answer 9

True

Question 10

T/F: Motivation and retention continue to be two management problems associated with telemarketing sales forces.

Answer 10

True

Question 11

T/F: To be successful, specialized sales force structures often require exceptional training capabilities.

Answer 11

True

Question 12

T/F: Breakeven sales analysis can be used to choose between a company sales force and independent sales agents.

Answer 12

True

Question 13

T/F: Independent sales agents are almost always compensated by paying a commission on sales.

Answer 13

True

Question 14

T/F: Sales agents are likely to be used when the company needs to have tight control over the selling effort.

Answer 14

False

Question 15

One common concern by manufacturers who use independent agents is:

Answer 15

Agents not devoting enough of their time to selling your product

Question 16

What actions are companies taking to encourage better coordination and communications between marketing and sales?

Answer 16

All of the above