Business School 101: Sales Team Structures Quiz

Why is it important to organize a sales team effectively?

• To decrease the need for technical knowledge

• To improve sales and revenue

• To increase the number of products sold

• To reduce the number of sales representatives

What is a key benefit of a geography-based sales team structure?

• It focuses on high-impact clients

• It reduces costs by minimizing travel

• It allows sales representatives to sell all products

• It requires less technical knowledge

How does a geography-based structure help in building client relationships?

• By allowing representatives to work remotely

• By assigning multiple representatives to one client

• By enabling personal relationships with local clients

• By focusing on product specialization

What assumption is the customer-based structure designed under?

• Technical knowledge is not important

• Sales representatives should sell all products

• Selling skills differ for small and large clients

• All clients have the same needs

Which company is given as an example of using a customer-based structure?

• Sears

• GE

• Whirlpool

• Fastener Manufacturing Company

What is a characteristic of the product-based sales team structure?

• Sales teams are assigned to small businesses

• Sales teams specialize in specific products

• Sales teams focus on high-impact clients

• Sales teams are organized by geographical area

How does GE organize its sales teams?

• By geographical area

• By client industry

• By customer size

• By product and service divisions

What is the second approach to a product-based structure?

• Focusing on the products that clients make

• Focusing on reducing costs

• Focusing on geographical areas

• Focusing on high-impact clients

Why might a Fastener Manufacturing Company use a product-based structure?

• To sell all products to all clients

• To reduce travel costs

• To focus on high-impact clients

• To understand clients' special needs

What should companies consider when selecting a sales team structure?

• The structure that is cheapest

• The structure that fits their marketing strategy

• The structure that is most popular

• The structure that requires the least training