Question 1

The use of teams of sales,service,and technical personnel who work with purchasing,manufacturing,engineering,logistics,and financial executives in customer organizations is referred to as __________.

Accepted Answer

The use of teams of sales, service, and technical personnel who work with different departments in a customer organization is referred to as key account management. This approach focuses on building long-term relationships with important customers and providing personalized attention to their needs. It emphasizes collaboration between the supplier and the customer, and it requires a deep understanding of the customer's business and goals. Key account management is often used in B2B sales, where large, strategic accounts are critical to the success of a supplier's business.

Question 2

Canam Canada specializes in the fabrication of steel joists,joist girders,steel deck,and Murox-high performance building systems that are used in the construction of commercial,industrial and institutional buildings.One of the largest steel joist fabricators in North America,Canam Canada offers value-added engineering support,architectural flexibility and customized solutions and services.Canam Canada uses team selling to focus on important customers so as to build mutually beneficially,long-term,cooperative relationships.It provides exceptional service by assigning teams of sales,service,and technical personnel to work exclusively with assigned customers.Canam's salesforce practices

Accepted Answer

Canam Canada's salesforce practices key account management, which focuses on important customers to build mutually beneficial, long-term, cooperative relationships. This is evident in how they assign teams of sales, service, and technical personnel to work exclusively with assigned customers, providing exceptional service.

Question 3

Consider Figure 20-6B above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."B" represents which type of salesforce organization structure?

Accepted Answer

The figure shows a geographical salesforce organization structure where sales reps are assigned to specific geographic regions.

Question 4

Which salesforce structure is the simplest form of organization?

Accepted Answer

The answer of Which salesforce structure is the simplest form...

Question 5

Key account management refers to

Accepted Answer

Key account management involves using team selling to focus on important customers in order to build long-term, cooperative relationships. The other options do not fully capture the concept of key account management.

Question 6

When specific knowledge is required to sell certain types of products or services,then a __________ is used.

Accepted Answer

Product organization is used when specific knowledge about a particular product or service is required to sell it effectively. This type of organization groups salespeople based on their expertise in a particular product or service, allowing them to provide in-depth knowledge and support to customers.

Question 7

A sales organization practice whereby a different salesforce calls on each separate type of buyer or market channel is referred to as a __________.

Accepted Answer

A customer sales organization is a practice where a different salesforce calls on each separate type of buyer or market channel. This ensures that each customer group receives customized attention and the sales force can specialize in their specific area of expertise. The other options are not applicable as multi-reseller, geographical, product/service sales, and multi-level marketing organizations do not necessarily involve calling on each separate type of buyer or market channel.

Question 8

Consider Figure 20-6C above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."C" represents which type of salesforce organization structure?

Accepted Answer

The answer of Consider Figure 20-6C above.If a company chooses...

Question 9

The office memo read,"Sales representatives from Kansas,Nebraska,Iowa,and Missouri will report directly to the Midwest regional manager." From this information,it would appear the company that issued the memo uses a __________ sales organization for its salesforce.

Accepted Answer

The memo states that sales representatives from specific geographical regions (Kansas, Nebraska, Iowa, and Missouri) will report to the Midwest regional manager, indicating that the company uses a geographical sales organization for its salesforce.

Question 10

A disadvantage of a customer sales organization is

Accepted Answer

A customer sales organization involves dividing salespeople based on the customer or market they serve. This can lead to higher administrative costs and some duplication of selling effort, as each salesperson may have their own support staff and sales processes. However, this approach can also allow for a more personalized and effective sales strategy.

Question 11

When different types of buyers have different needs,a __________ sales organization structure used.

Accepted Answer

A customer sales organization structure is used when different types of buyers have different needs, allowing the company to tailor its approach to each customer segment.

Question 12

Which is the simplest form of salesforce organizational structure?

Accepted Answer

The answer of Which is the simplest form of salesforce...

Question 13

A __________ is the simplest salesforce structure,where the United States,or indeed the globe,is first divided into regions and then each region is divided into districts or territories.

Accepted Answer

A geographic sales organization is structured around geographic regions, typically dividing a country or the world into regions and then further into districts or territories. This structure is useful for companies with broad product/service offerings or diverse customer segments as it allows for sales teams to focus on specific geographic areas and build relationships with local customers.

Question 14

If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose,which are

Accepted Answer

The three basic organizational salesforce structures are geography, customer, and product/service. These structures allow for the company to effectively allocate their salesforce resources based on the specific demands and needs of their market. By organizing the salesforce based on geography, the company can focus on specific regions where sales opportunities may be the highest. Organizing the salesforce based on customer allows for a more personalized approach to selling, where sales representatives can cater to the specific needs and preferences of each individual customer. Finally, organizing the salesforce based on product/service allows for sales representatives to specialize in selling specific products, increasing their knowledge and expertise in those areas. Overall, these three structures allow for a more efficient and effective salesforce.

Question 15

Consider Figure 20-6A above.If a company chooses to employ its own salesforce,there are three basic organizational salesforce structures from which to choose."A" represents which type of salesforce organization structure?

Accepted Answer

Product/service salesforce organization structure groups the salesforce according to the products or services that they sell.

Question 16

The practice of using team selling to focus on important customers so as to build mutually beneficial,long-term,cooperative relationships is referred to as __________.

Accepted Answer

The description best aligns with the concept of key account management, which involves focusing on important customers to build relationships and achieve mutual benefits. Relationship marketing and selling are related concepts, but do not necessarily involve team selling, which is a key aspect of key account management. Customer account management and needs-satisfaction selling are broader concepts that do not necessarily focus specifically on important customers.

Question 17

A geographical sales organization would NOT be the best structure if

Accepted Answer

A geographical sales organization is not ideal when specialized knowledge is required because it focuses on location rather than product or customer expertise.

Question 18

Which salesforce organizational structure is best when there are many different consumers with many different or specialized needs?

Accepted Answer

A customer-based salesforce organizational structure is best suited for handling many different consumers with specialized needs, as it allows the company to tailor its approach to meet the specific requirements of each customer segment.

Question 19

An advantage of a geographical sales organization is that it

Accepted Answer

The answer of An advantage of a geographical sales organization...

Question 20

An insurance company is considering using independent sales agents who would receive a seven percent (7%)sales commission on sales or its own insurance salespeople who would receive a five percent (5%)commission,salaries,and benefits.Additionally,with a company salesforce,sales administration costs would be incurred for a total fixed cost of $650,000 per year.At what level of sales would independent salespeople be less costly to the firm?

Accepted Answer

The answer of An insurance company is considering using independent...

Quiz 20: Personal Selling and Sales Management