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1 7203 - Shies Management - VNU-15 September 2022 Semester - Puts ! 16. Organization of the sales force by product: A) Is not advisable for companies selling highly technical products C) B) Is best used when cost is the deciding factor on which organizationally structure to use Requires fewer sales management personnel and lower administrative costs than a D) geographic organization E) Can result in duplication of sales effort Is most commonly used by firms that manufacture only one product line 17. Team selling: A) Is appropriate for small, innovative customers who need customized products B) Only allows members from marketing, production and sales department to participate in the process C) Is easy to coordinate D) Is appropriate for the largest customers, where the potential purchase represents enough dollars and involves enough functions to justify the high cost E) Is only used to win new accounts and not for maintenance selling 18. One of the benefits of team selling is: A) Higher commissions B) Questions can be answered faster )Reduced costs D) Lowered role ambiguity E) All of the above 19. The key to successful team selling lies in: A) Developing the right product B) Creating a sustainable competitive advantage C) The ease with which repeat purchases can be made D) The size of the buying center E) Understanding the needs of the customer 20. A sales manager who develops a team selling approach will: A) Hire salespeople motivated by personal achievement B) Organize the team into silos to encourage competition Compensate team members based on their individual performance C) D) Develop communication links among all team members E) All of the above #*END OF QUIZ**