中山大学吴柏林教授 “广告创意”绝密资料_TIF17.doc

Chapter 17—Managing the Sales Force True/False Questions Closing a sale typically requires four calls, and the total cost to complete a sale can be as high as $2,000. True (moderate) p. 333 A salesperson who relies on creative methods for selling tangible products or intangibles is called an order taker. False (easy) p. 333 When drug reps (pharmaceutical salespeople, also called “detailers”) call on physicians to inform them of new prescription products and help the doctors keep up on the latest research on the use of drugs in medical treatments, they are performing in the role of missionary salesperson. True (moderate) p. 333 A technician sales representative is one who has a high level of technical knowledge about the product being sold. True (moderate) p. 333 A direct sale force consists of full- or part-time paid employees who work exclusively for the company. True (easy) p. 334 A sales force may be judged based on sales volume, profitability, or the ability to satisfy customers. True (easy) pp. 333-334 Companies often specialize their sales forces along industry or customer lines in a market type of sales force structure. True (moderate) pp. 334-335 One-third of companies use a combination of base salary plus commission in compensating their sales force. False (moderate) p. 336 Companies may use mathematical models to determine the size of their sales force. True (easy) p. 336 A fixed sales force compensation plan works best when individual initiative is high and product sales are cyclical. False (moderate) p. 336 Straight salary should be emphasized more in sales jobs with a high proportion of nonselling duties. False (moderate) p. 336 If all other factors are equal, sales representatives on straight commission need less supervision than those on straight salary. True (easy) p. 336 A sales force with many new hires is less productive. True (moderate) p. 337 A time-and-duty analysis is a planning tool that helps salespeople understand how they spend their time