MKTG 470 ch 3-9 test
Using the work load method, determine the sales force size.
12
Using the breakdown method, determine the sales force size.
39
The most common form of vertical organization structure in medium and large-sized firms is
A line and staff organization
Which of the following individuals is most likely to have a boundary position in a company that manufactures modular homes?
A person who sells the modular homes in the field
Which of the following statements about skills as a component of the model of sales performance is true?
A skill is a learned proficiency at performing a task
Which type of sales quotas does Berenger's sales manager seem to prefer to use?
Activity
Petra is trying to increase the sense of job satisfaction among her salespeople. She will likely consider which of the following dimensions of job satisfaction?
All of the above
What coordination and integration issue needs to be addressed by sales managers regardless of the sales force structure?
All of the above
Which of the following is a characteristic of a highly motivated salesperson?
All of the above
Which of the following statements about sales quotas is true
All of the above
Why do most sales and marketing managers believe company salespeople are more likely to produce a higher volume of total sales than agents
All of the above
Top management use sales forecasts to
Allocate funds to their company's' functional areas
A company's organizational structure for sales should
Allow the firm to benefit from specialization of labor
Which of the following is NOT one of the key building blocks to starting a sales force?
Allows sales people to go find out what works
Which of the following organizational citizenship behaviors is exemplified by mentoring younger salespeople?
Altruism
The Army recruiter is trying to sell the recent high school graduate on a career in the military. With the phrase, "Be all that you can be," the recruiter is using _____ as a recruitment tool.
An intrinsic reward
Which of the following salespeople would MOST likely show up in an exception report?
Andrews
Using a comparative sales analysis, which salesperson did the best/worst in 2004?
Andrews/Devlin
Which of the following statements about the aptitude component of the model of sales performance is true?
Aptitude includes verbal intelligence, mathematical ability and sales expertise
Researchers measuring aptitude have learned that:
Aptitude is very task-specific
Activity quotas:
Are accurately described by all of the above
Role expectations:
Are accurately described by none of the above
As a sales forecasting technique, market tests
Are often used with a new product or with an improved version of an established one
Which of the following statements about decision making within the sales organization is true?
As a general rule of organization, the more important a decision is for the success of the firm, the higher the level of management that should make the decision
Which of the following statements about the components of role perceptions is true?
Business to business salespeople are particularly vulnerable to role inaccuracy, conflict and ambiguity
The sales performance model suggests that personal, organizational and environmental variables influence sales performance directly and
By influencing other performance determinants such as role perceptions and motivation
Organization of the sales force by product
Can result in duplication of sales effort
Using a simple sales analysis, which salesperson did the best/worst in 2004?
Christopher/Andrews
Historically, in urban areas the _____ was used as a basic geographic control unit, but more recently the _____ has taken its place due to movement of the population to the suburbs.
City/MSAWork load and sales potential
Which of the following organizational citizenship behaviors is a proactive behavior that includes making recommendations to management that will improve the overall performance of the organization?
Civic virtue
In some high tech industries, where customers buy systems made up of components manufactured by several suppliers, many suppliers are forming _________________ to develop and jointly market and sell integrated systems
Co-marketing alliances
Which of the following statements about the formation of tentative sales territories is true?
Combining adjacent basic control units into large geographic areas forms tentative sales territories
What is the first step the sales manager must perform when setting sales quotas
Decide on the type of quotas the firms will use
The _____ method of sales forecasting is typically applied to monthly or quarterly data where a seasonal pattern is evident and the manager wishes to forecast sales not only for the year but also for each period of the year
Decomposition
A salesperson's role is:
Defined as the activities and behaviors performed by any individual occupying the sales position
Territory demand estimates affect all of the following EXCEPT
Departmental performance analyses
The breakdown method of determining sales force size:
Determines the number of sales personnel needed by dividing the forecasted sales volume by the estimated productivity of one salesperson
Teresa is a highly motivated sales rep. She will likely spend considerable time
Developing sales presentations
Sales staff executives are commonly used to
Do all of the above
Sales managers can reduce the amount of role ambiguity and conflict the sales force experiences by:
Doing any or all of the above
Bill Jason overheard a salesperson ask, "If I put more effort into my job, will I increase my performance?" In terms of motivation, this question deals with:
Expectancy
The incremental method of sales force determination suggests adding sales reps if the incremental costs exceeds the extra profit
False
The variable that usually has the most impact on the magnitude of instrumentality estimates is the
Firm's compensation plan
Alton's new firm operates in an uncertain and rapidly changing market with shifting technology and short product life cycles. Alton is considering the use of independent sales reps because they will give him greater _____________ in distribution channels
Flexibility
Which of the following statements about role accuracy is true?
General role inaccuracy can occur at almost any job dimension that also gives rise to role ambiguity and conflict
The more salespeople believe they have internal control over their life, the
Greater their magnitude of instrumentality estimates
Manufacturers' representatives
Have no authority to modify their principals' instructions concerning price or terms of sale
Doing any or all of the above
Helps reduce role inaccuracy while increasing role ambiguity
Personal characteristics that might affect an individual's level of motivation include all of the following EXCEPT:
Her place in the organizational hierarchy
A salesperson's valence for rewards is LEAST likely to be influenced by:
His past performance and his perceived ability to do a good job
The accuracy of a salesperson's expectancy perceptions indicates:
How clearly the salesperson understands the relationship between the effort expended and the resulting achievement
With increased use of remote offices, research indicates salespeople perceive:
Increased role stress
Despite its shortcomings, the _____ method for determining sales force size is the one that is conceptually correct and consistent with the empirical evidence that decreasing returns can be expected with additional salespeople.
Incremental
Which of the following statements about methods used to forecast sales is true?
Initial estimates from the sales force composite method of forecasting are adjusted by various managerial levels of the sales department
The sales force composite method of forecasting sales
Involves the people who will be responsible for the results in setting the forecast
In small doses, role conflict and ambiguity provide the salesperson and the organization with some stress. This stress:
Is a healthy situation since low levels of stress lead to adaptation and change
Organization of the sales force by customer type
Is accurately described by all of the above
Team selling
Is an expensive selling technique
Perceived role inaccuracy is distinguishable from the other role perception variables by the fact that it:
Is largely an unrealized perception
Telemarketing in business-to-business markets
Is used to increase the productivity of a firm's sales efforts
A small company that manufactures paper products might choose to use a geographic organization for its sales force because
It is simple to implement
In which of the following examples will the salesperson described be most vulnerable to role inaccuracy, conflict and ambiguity?
Karen Rankin sells management consulting to businesses that want to set up an Internet retailing site
Which salesperson shows the greatest level of performance improvement when his or her sales quotas are examined using weighted averages instead of simple averaging?
Langham
Which of the following statements about logistical alliances is true
Logistical alliances could potentially make salespeople redundant
Yolanda has a quarterly gathering of her salespeople, giving out awards, announcing promotions and describing the incentives offered for the next quarter. Yolanda is appealing to salespeople's
Low-order needs
Skill levels include all of the following EXCEPT
Motivation
Which of the following statements about national and key accounts is true
National accounts often require more detailed and sophisticated treatment than smaller customers
Which of the following statements about the salesperson's perception of his or her role in the organization is true?
Occupants of innovative roles frequently face situations where they have no standard procedures or past experiences to guide them
Which of the following sales-related function is the least visible but most important?
Order processing and expediting
In which step of the designing of sales territories are accounts classified according to their attractiveness?
Performing work load analysis
One way to describe instrumentalities is, they are a salesperson's ______________ of the link between job performance and various rewards.
Probability estimates
The expectations associated with organizational citizenship behaviors are consistent with
Relationship selling
The ABC Rule of Account Classification
Relies exclusively on historical data when making account classifications
Which of the following statements about sales forecast accuracy is true?
Researchers have concluded that the method of sales forecasting used made little difference with respect to forecast accuracy
Which of the following is an example of an environmental characteristic that impacts the magnitude of a salesperson's expectancy estimates?
Restrictions on product availability due to raw material shortages
An office equipment salesperson is uncertain about whether he is satisfying his customers needs for follow-up service even though he is sacrificing his selling time to potential customers to service his current customers' equipment. He is most likely experiencing:
Role ambiguity
Which of the following statements about the salesperson's role in the organization is true?
Role inaccuracy differs from role conflict and ambiguity because the salesperson does not know he is suffering from role inaccuracy
Which of the following statements about the salesperson's role in the organization is true?
Role is defined by the expectations and demands communicated by members of one's own role set, by the personal perceptions of those expectations and demands and finally by the personal behavior of the individual
The most commonly used method for assessing a salesperson's performance is the:
Sales analysis
Bell-Mark Sales sells a single-color flexographic printer to plastic manufacturers that need to print company logos, product descriptions, warning logos and bar codes on plastic film to be used in making packaging. The ________ for Bell-Mark in 2002 for the European plastics manufacturer market is $14 million or a 50 percent market share.
Sales potential
Which of the following statements BEST defines the relationship between sales forecasts and sales potentials?
Sales potential is the portion of the market potential a specific firm can reasonably expect to achieve; sales forecasts are estimates of the dollar or unit sales for a specified future period under a proposed marketing plan
Sales force deployment refers to decisions regarding:
Simultaneous decision making regarding all of the above
The theories of Maslow, Alderfer and Herzberg:
Suggest the greater a salesperson's satisfaction with attainment of low-order rewards, the higher the valence of increased attainment of higher-order rewards
Span of control and management responsibility decisions are constantly changing primarily due to changes in
Technology
The text defines motivations as:
The amount of effort the salesperson desires to expend on each activity or task associated with the sales job
The magnitude of a salesperson's expectancy perceptions indicates:
The degree to which that individual believes expending effort on job activities will influence ultimate job performance
Valences are the salesperson's perception of:
The desirability of receiving more of a particular reward
Which of the following statements about the economic criteria used to decide between using an independent agent or an internal sales force is true
The fixed costs of using independent agents are lower than those of using a company sales force
Mallory frequently hears her salespeople comment that their work is not very exciting. Which of the following dimensions of job satisfaction will she hopefully assess and attempt to change?
The job itself
There are currently two popular ways to estimate sales response functions based on the number of sales calls. They are:
The judgment-based and empirical-based methods
All of the following are examples of organizational variables that would influence sales performance EXCEPT:
The number of competitors in a territory
The span of control should be smaller and the number of levels of management should be larger when
The salespeople in the company are well paid and professional
The method of determining the sales force size which most effectively addresses the unique needs of different accounts is:
The work load method
Some authorities recommend firms have one sales force that specializes in prospecting for new accounts and another sales force to call on existing customers. Which of the following statements about this recommendation is true
This form of specialization can be difficult to implement since new customers might object to being turned over to an unfamiliar salesperson
The inaccurate expectancy perceptions in the sales force can be improved:
Through expanded sales training programs
The key to successful team selling lies in:
Understanding the needs of the customer
Which of the following statements about the expectancy theory and its components is true?
Valence for reward considers the value of both extrinsic and intrinsic rewards
Which of the following statements BEST describes the relationship between supervision and role conflict and ambiguity?
When sales managers structure and define the salesperson's role, he or she seems to experience more conflict
The theory of transaction cost analysis states that
When substantial transaction-specific assets are necessary to sell a manufacturer's product, the costs of using and administering independent agents is likely to be higher than the costs of hiring and managing an internal sales force
When designing sales territories, the sales manager should strive to make territories equal in terms of:
Workload and sales potential
