Jonah is the sales manager at a new company and he plans to restructure the way his team is deployed in order to increase sales. The best way for Jonah to do this is by changing the sales organization structure.
S&P-Unit 4-Sales Management and People

Quiz
•
Business
•
12th Grade
•
Medium
Suzanne Levering
Used 4+ times
FREE Resource
22 questions
Show all answers
1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
True
False
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Sales force deployment always includes which elements?
line organization
sales territories
line-staff organization
sales mentoring
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Horizontal structure best describes a sales teams structured as line organization.
True
False
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
A benefit of using a geographic sales organization over other organizational methods in sales includes which one of the following:
Specialized job functions
Product knowledge is best
Assignments are clearly understood
All salespeople know who the other's clients are
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Tony is a channel salesperson for a computer manufacturer. What job function is Tony performing?
Handling large customer accounts directly
Serving customers in their workplace
Engaging in highly complex technical challenges
Working with partner organizations to sell their computers
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Martin's Surgical Supplies Inc. is unique because it sells it's product only to large hospital systems who perform a very specific type of hip replacement. What is Martin's Surgical Supplies Inc. sales strategy?
Vertical sales strategy
Horizontal sales strategy
Functional sales strategy
Hierarchical sales strategy
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
All members of Annette's sales team have specialized jobs. Joyce works directly with her business customers while Kimmy handles retail operations. Also, Sandy visits partner locations to promote and sell the company's commodities. How is Annette's sales team organized?
Functionally
Geographically
Product-based
No organization
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