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Which of thefollowing statements regarding organizational buying situations is true?

There are no similarities in thetypes of buying situations facing differetn accounts

Buyers facing new task buying situations will typically use a lengthy process to collect and evaluate purchase info

Selling organizations can use same sales strategies for each type of buying situation

In a mideified rebuy, the buyer has not previously bought the product, but has used similar products

According to the trust based relationship selling framework, discovering prospects needs is a part of which component?

Selling foundations`

Selling strategy based on cutomer needs and values

Intiating customer relationships

Developing customer relationships.

To be considered strategic, an account must be

Complex, small

Profitable, large

Large, complex

High in volume, high in total sales

Which of the following decisions can be regarded as a starting point in a comprehensive salesforce deployment

Deciding how many salespeople are required

Deciding territoires

Deciding how much effort is needed to cover accounts and prospects so objectives ar achieved

Deciding how to ptovide each salesperson with a reasonable opportunity for success.

Which of the following statements pertaining to the stimulus response form of selling is true

Buyer takes dominant role`

Cannot be used without presentation

Must be conducted in person

Key selling poinbts can be sequenced in a logical order and likely questions can be addressed`

All of the following are characterisitics of personal selling except

Pay is good

Salespeople work independently

Offers little job variety

Helps prepare for mangement

In simplest type of sales organizational structure, the following situation would exist

Each salesperson is responsible for selling one particular product

Each sales manager only manages a few accounts

One sales manger concentrates on training and another concentrates on plannning

Each salesperson is responsible for selling all the company products to all types of accounts

Ensuring that salespeople know the ethical and legal framework for their markets is a response to which issue

Complexity issues

Adaptability issues

Accountability issues

Commitment issues

Which of the following statements concerning the allocation of sales effort to accounts is false?

It is one of the most important deployment decisions

Territories are always assigned an equal number of sales calls

Selling effort is a determinant of account sales and of account selling costs

Salesforce size and territory decisions are based on this allocation decision

Competitive position is defined as

Strength of relationship of firm and account

Number of competitors for account

Strength of relationship between account and each competing firm

Measure of competitive strength of firm in that area

Productivity is defined as

Ratio between outputs and inputs

Number of sales people

Ratio of selling effort to salespeople

Ratio of accounts to salespeopel

Territory is

Geographical area in which a company has not prospected for accounts

Amount of area that one sales person can cover effectively

Assignment of specific accounts to a specific person

Geographical area the salesperson lives

All of the following are consequences of ineffective territory design except

Firm could lose opportunities because of a lack of selling attention`

Salesperson may not be motivated to seek new accounts and merely skim for good ones

All salespeople have equal opportunities for profits

`too much sales effort being expended where the opportunities do not exist

Profit maximization

Total possible sales effort is achieved

Marginal costs of adding a sales person equal marginal cost of profit generated by them

Marginal profits ofa salesperson are maximized by terrirtory

Optimal account to rep ratio is set

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