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MKT 337 Exam -3 Sales Force Design and Management & Global Marketing Questions with Solutions
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MKT 337 Exam -3 Sales Force Design and Management & Global Marketing
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MKT 337 Exam #3 Sales Force Designand Management & Global Marketing
objectives and strategy; size and structure; system for hiring, training, evaluating, and
compensating - answerWhen designing a sales force, managers must decide on three
main things:
direct sales force - answerSales force consisting of a company's own employees
indirect sales force - answerSales force consisting of employees of an independent
sales organization
leveraged sales force - answerSales force where focal teams from the direct sales force
are assigned to call top CLV accounts while less costly indirect sales representatives
handle accounts with lower potential
Firm desires stricter control over product/service messaging; Product is specialized in
terms of function, market, or other key characteristics; Product breadth is relatively
wide; Organization is sufficiently established enough to support additional employees -
answerGenerally, an organization would opt for a direct sales force if: (list 4 with
semicolons between each)
product, market, account, geography - answerWhat are the 4 most common factors that
sales force structures are based on?
systems or solutions selling - answerWhen vendors offer combinations of products and
services to solve customers' problems
key account selling - answerSelling to a customer whose purchases account
for a disproportionately high share of the vendor's
sales volume and/or profit
open the selling process, qualify the prospects, develop the sales strategy, organize the
justification, make the presentation, coordinate resources and personnel, close the sale,
nurture the account relationship - answerWhat are the 8 steps of key account selling?
special sales force - answerSales force that comprises senior sales representatives who
call exclusively on the buying offices of major retail chains and wholesalers
, boundary role - answerThe dual role played by salespeople in their organizations,
requiring them to simultaneously represent the vendor to the customer and the
customer to the vendor
order taker, missionary, technician, demand creator, consultative seller - answerOn the
basis of the selling task itself, what are the 5 categories that salespeople can be
classified into (ranging from the least sophisticated to the most sophisticated types of
selling)?
behavior-based sales culture - answerA sales culture where how salespeople act and
what they do on the job is considered to be just as important as how many sales they
make
outcome-based sales culture - answerA sales culture where the sole concern is results
pure commission - answerA compensation structure where you only get compensation
for each sale you make
pure bonus - answerA compensation structure where you get paid each time you hit a
certain amount of transactions
commissions at a quota - answerA compensation structure where you start to earn
commission after you reach a certain amount of sales
commissions at a quota - answerWhat is this type of compensation structure called?
pure bonus - answerWhat is this type of compensation structure called?
pure commission - answerWhat is this type of compensation structure called?
intrinsic; extrinsic - answerJob satisfaction is more often the result of __________
rewards rather than _____________ ones.
other managerial processes; internal and external environments - answerTo be
effective, the components of a compensation plan must be integrated with ______
________ ________ and related to both ___________ ____ __________
_____________.
market influences, industry influences, regional influences, company influences -
answerWhat are the four influences affecting global market entry (YOU HAVE TO
KNOW THESE BITCH)?
country of origin effect - answerWe, as consumers, naturally associate certain
geographic areas with quality. This is know as the _________ ______ __________
_________.
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