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Sales Force Structure Quiz

As mentioned in the text, there are six distinct major steps in sales force management. Which of the following is the first step in that process ?

All of the following are methods by which a company can divide up its sales responsibilities EXCEPT a

Each salesperson is assigned to an exclusive area in which to sell the company’s full line of products or services in which type of sales force structure ?

Which of the following sales force design structures has the following advantages: the salesperson’s job is clearly defined; the salesperson gets credit for all sales made; there is encouragement to build local business relationships; and travel expenses are relatively small ?

The type of sales force structure in which the sales force sells along product lines is called a

If Kodak uses different sales forces for its film products than for its industrial products, which of the following sales force structures would Kodak most likely be using ?

Designing the sales force organization around the needs of individual buyers is characteristic of which of the following sales force structures ?

Which of the following sales force designs is designed around customers in different industries, serving regular customers versus finding new ones, and for major accounts versus regular accounts ?

In determining sales force size, when a company groups accounts into different size classes and then determines the number of salespeople needed to call on them the desired number of times, it is called the

Jeff Newman calls on about fifteen clients per day. He visits them in their offices and demonstrates his product line by carrying samples. If servicing is needed, Jeff contacts the home office for assistance. What would be the best description of the type of sales force that Jeff belongs to ?

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