The product-oriented sales organization presents which of the following disadvantages?
a. A "critical mass" of demand is required to offset the associated costs.
b. Compared to other ways of organizing the sales force, the salesperson has the greatest degree of latitude in choosing which products and customers to emphasize.
c. Several salespersons may be required to meet the diverse product requirements of a single customer.
d. all of the above
e. both (a) and (c)
Answer: E
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B2B Chapter 14
- To identify coverage gaps across territories and to better match sales resources with market opportunity, the GE process for accomplishing territory alignment involves
- Which of the following are influences on the potential level of sales in a particular territory?
- When a salesperson attains rewards on a personal basis, such as feelings of accomplishment or self-worth, this is a an example of:
- A salesperson's job performance is a function of:
- ____ is the amount of effort a salesperson desires to expend on each of the activities or tasks associated with his or her job.
- Which of the following topics must be part of a business firm's salesperson training programs?
- Research suggests that successful national account units:
- When compared to a traditional selling focus, a key account selling focus is different in which of the following ways?
- A key account represents a customer who:
- Organization of the sales force depends on the:
- The second phase of for selecting key accounts:
- The first phase of for selecting key accounts:
- The final phase of for selecting key accounts:
- ____ is a measure of the total business opportunity for all sellers in a particular market.
- The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity and low sales organization strength. This suggests which of the following sales resource assignments?
- The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity and high sales organization strength. This suggests which of the following sales resource assignments?
- Job satisfaction is theorized to decline when the salesperson's perception of his/her role is:
- Motivation to perform is thought to be related strongly to:
- Responsibility for recruiting salespersons may lie with:
- A key account represents a customer who:
- A _____ sales organization is especially appropriate when the product line is large or diverse.
- The primary objective of the organizational selling center include:
- The sales resource grid indicates that a particular territory (planning and control unit) possesses low PCU opportunity but high sales organization strength. This suggests which of the following sales resource assignments?
- The sales resource grid indicates that a particular territory (planning and control unit) possesses high PCU opportunity but low sales organization strength. This suggests which of the following sales resource assignments?
- The characteristic of a sales territory that refers to the degree to which potential is available in the larger accounts in a particular territory is called: