CH 13 MKT
Which of the following statements is true of salespeople?
They represent a company to its customers by communicating and selling.
Salespeople write up their completed activities in a(n) ________.
Call Report
Which of the following examples represents a product sales-force structure?
Cartlon Computers sells its range of highly specialized computers through special teams, each of which has received training in the configuration, uses, and USPs of a single model in the range.
Companies that organize their sales force by customer and territory; product and territory; product and customer; or territory, product, and customer are using a ________ sales-force structure.
complex
________ use the phone, Internet, and social media to find new leads, learn about customers and their business, or sell and service accounts directly.
Telemarketers and Online Sellers
Appliance maker Whirlpool assigns individual teams of salespeople to big retail customers such as Sears, Lowe's, Best Buy, and Home Depot. Each Whirlpool sales team aligns with the large customer's buying team. Whirlpool has most likely adopted a ________ sales-force structure.
market
Lemony Inc. sells its popular bottled lemonade — the company's only product — in various geographic locations through tie-ups and agreements with retailers. Each location is represented by two salespersons, one of whom serves current customers while the other finds new ones. Which of the following sales-force structures has most likely been combined to form the complex sales-force structure at Lemony Inc.?
market and territorial
GE employs different sales forces within different product and service divisions of its major businesses. For example, within GE Infrastructure, the company has separate sales forces for aviation, energy, transportation, and water processing products and technologies. GE has most likely adopted a ________ sales-force structure.
product
Weekly or monthly work plans used by management to get information about salespeople are referred to as ________.
sales reports
The concept of ________ lends even more importance to the salesperson's customer relationship-building abilities.
salesperson-owned loyalty
Which of the following statements is true of a product sales-force structure?
A product sales-force structure is characterized by specialization along product lines.
Which of the following statements is most likely true of team selling?
It can unearth problems and provide solutions that no individual salesperson could.
In which of the following structures does a company organize its sales force along customer or industry lines?
Market-Based Structure
Which of the following is most likely true of a sales force?
The performance difference between an average salesperson and a top salesperson is generally substantial
Which of the following is most likely true about a sales force in the field?
They build relationships with customers by traveling to see them
Sleek Designs markets a wide range of kitchen cabinets, counter tops, and ceramic tile. Its salespeople are initially divided on the basis of their expertise in a product category. They're then further divided into teams addressing large home improvement retailers, kitchen and bath suppliers, and specialty home improvement stores. Which of the following sales-force structures has most likely been combined to form this complex sales-force structure?
product and market
Loretta Inc., a U.S.-based watch manufacturer, sells its products in France, China, Russia, and India. To manage sales, Loretta appoints a number of sales representatives to each location. Sales representatives report to area managers, and area managers coordinate sales in their respective areas before reporting to regional managers. Loretta has most likely adopted a ________ salesforce structure.
territorial
Rug Designs Inc, a manufacturer of large area rugs, markets its products throughout the United States using a network of regional sales offices. They are using a ________ sales-force structure.
territorial