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 salesforce structure ?

Related Mcqs:

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

   A. territorial salesforce
   B. product salesforce
   C. customer salesforce
   D. retail salesforce

2. In determining salesforce 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 ?

   A. Key-size approach
   B. work-load appraoch
   C. product-need appraoch
   D. call-service appraoch

3. _______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call?

   A. Prospecting
   B. Preapproach
   C. Approach
   D. Handling objections

4. If the field salesforce has been supplied with new leads (via the telephone) that have been qualified, they have probably been assisted by ?

   A. master salespersons
   B. sales assistants
   C. technical support persons
   D. telemarketers

5. A market structure in which many firms sell products that are similar but not identical is known as ?

   A. monopolistic competition
   B. monopoly
   C. perfect competition
   D. oligopoly

6. An unemployed salesperson has been offered a job paying Rs500 a week. He turns that job down and continues to search for another job that pays more. The cost of this continued search is ?

   A. the Rs500 weekly salary that he has forgone to search for another job
   B. The Rs500 weekly salary that he has forgone and the monetary costs incurred by continuing to search
   C. Rs difference between the weekly salary he finally accepts and the Rs500 weekly salary that he has forgone
   D. Rs0, since he is currently unemployed

7. In certain industries Japanese employers hesitate to lay off workers Therefore they sometimes have excess supplies of goods that they cannot sell on the home market without lowering prices. To hold down losses they sell goods in overseas markets at prices well beneath those in japan This practice is best referred to as ?

   A. Orderly marketing
   B. trigger pricing
   C. domestic content pricing
   D. dumping

8. successful ________ depends on how well a company blends its people organizational structure decision and reward systems, and company culture into a cohesive program that supports its strategies?

   A. marketing strategy
   B. marketing control
   C. marketing analysis
   D. marketing implementation

9. If a government uses barriers to foreign products such as biases against a foreign company’s bids or product standards that go against a foreign company’s product features the government is using ?

   A. Protectionism
   B. exchange controls
   C. exchange facilitators
   D. nontariff trade barriers

10. If a company (considering its options on the product/market expansion grid) chooses to move into different unrelated fields (from what it ha ever done before) with new products as a means to stimulate growth the company would be following which of the following general strategies ?

    A. market penetrations
    B. market development
    C. product development
    D. diversification