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1 | |
Which of the following is not a principle or organization design?: |
| | A) | Organization should be stable but flexible |
| | B) | Activities should be balanced and coordinated |
| | C) | Span of executive control should be as low as possible |
| | D) | Organization should be built around activities, not people |
| | E) | Organizational structure should reflect a marketing orientation |
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2 | |
An important aspect of the informal organization is: |
| | A) | income statement |
| | B) | citizenship behavior |
| | C) | span of control |
| | D) | the organization chart |
| | E) | job description |
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3 | |
In what type of organization does the credit manager have the authority to directly order the reps to make collections on delinquent accounts? |
| | A) | Line organization |
| | B) | Line and staff organization |
| | C) | Functional organization |
| | D) | Informal organization |
| | E) | Horizontal organization |
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4 | |
Probably the most widely used system for dividing responsibility and line authority over sales operation is the: |
| | A) | market specialization |
| | B) | product staff specialization |
| | C) | product operating specialization |
| | D) | geographic specialization |
| | E) | functional specialization |
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5 | |
IBM reps are industry experts who sell primarily to customers within specific industries. This is an example of a: |
| | A) | market specialization |
| | B) | product staff specialization |
| | C) | product operating specialization |
| | D) | geographic specialization |
| | E) | functional specialization |
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6 | |
In strategic account management, a team of employees from the selling firm: |
| | A) | all focus on serving the needs of one, specific but large customer |
| | B) | sell a single product to a variety of accounts |
| | C) | sell many products to a variety of accounts |
| | D) | are specialized geographically |
| | E) | None of the above |
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7 | |
The buying center consists of all of the following members, except: |
| | A) | Users |
| | B) | Buyers |
| | C) | Sellers |
| | D) | Gatekeepers |
| | E) | Influencers |
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8 | |
Typically, manufacturer's reps: |
| | A) | operate within a specified geographical territory |
| | B) | represent several manufacturers of related, but not directly competing, products |
| | C) | do not carry inventory stocks |
| | D) | do not take ownership title to the products they sell |
| | E) | All of the above |
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9 | |
A trend in sales organizations is to deal exclusively with ____________ via telemarketing and/or e-commerce: |
| | A) | major, national accounts |
| | B) | global accounts |
| | C) | small, low-priority accounts |
| | D) | Both A and B are correct |
| | E) | None of the above |
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10 | |
Relative to using foreign intermediaries, what tends to happen when a U.S. company exports its products through its own sales branches located in foreign countries? |
| | A) | The company gets less aggressive selling |
| | B) | The company avoids having to pay tariffs |
| | C) | The company gains more control of its sales efforts |
| | D) | The company can only succeed in this if it is small (i.e., sales less than $100 million) |
| | E) | None of the above usually happens |
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2003 McGraw-Hill Higher Education