SOLVED

61) Which of the following is an example of a behavioral objective a sales manager might set for her sales force? A) Each salesperson must call on four customers each day. B) Each salesperson must increase his total sales by 10 percent. C) Each salesperson must increase his total profits by five percent. D) Each salesperson will work under a quota-bonus plan. E) Each salesperson must reduce her travel expenses by five percent. 62) Which of the following is an example of a performance objective a sales manager might set for his sales force? A) Each salesperson must call on three new prospects each week. B) Each salesperson should belong to a community service organization. C) Each salesperson should have at least $400,000 in net sales annually. D) Each salesperson must get at least one referral from each customer. E) Each salesperson must make a follow-up call within 48 hours of a sale. 63) Which of the following is NOT an advantage of a geographic sales force structure? A) Travel expenses can be minimized. B) Salespeople develop an in-depth understanding of their customers. C) Field expenses can be minimized. D) Salespeople develop in-depth knowledge of a product line. E) Salespeople are able to have frequent contact with their customers. 64) Each salesperson has the responsibility for a set group of customers. This group of customers is referred to as the salesperson’s ________. A) buying center B) selling center C) sales team D) sales territory E) key account 65) A(n) ________ territory structure is used when the product line is technically complex in order to provide customers more expertise in the products the company produces. A) geographic B) product C) major accounts D) industry specialization E) virtual 66) Kim Smith is a sales manager for a large corporation. When organizing her salesforce, Kim decided to have each selling team focus on only one very large customer. Kim has used the ________ sales force structure. A) geographic B) product C) services D) key accounts E) virtual 67) The idea that a small number of customers account for a majority of a company’s sales is referred to as the ________. A) 80/20 rule B) prospecting rule C) frequency rule D) top-down rule E) percentage of sales rule 68) Of the following, which is the MOST necessary ingredient for any successful sales force organization? A) recruiting and hiring the right set of salespeople B) technical specialists who work well with other people C) extensive sales training D) ongoing professional development E) reliable technical support 69) Which of the following is NOT necessarily a skill or quality possessed by an ideal salesperson candidate? A) a high level of personal organization B) tenacity C) management experience D) strong listening skills E) strong follow-up skills 70) Which of the following is NOT one of the four basic types of compensation plans? A) straight commission B) commission-with-draw C) commission-plus-bonus D) quota-bonus E) straight salary