Q. Which of the following WOULD NOT be a method of establishing sales force structure?
✅ Correct Answer: (B)
Lifestyle sales force structure.
Sales Management MCQs and Notes
Q. In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?
✅ Correct Answer: (C)
Functional sales organization
Q. All of the following would be major sales force management decision steps EXCEPT:
✅ Correct Answer: (C)
Global management and marketing structures.
Q. Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
✅ Correct Answer: (A)
Job analysis
Q. There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes:
✅ Correct Answer: (A)
Recognition dinners, certificates of achievement, and features in sales newsletters
Q. When commission is combined with a base salary it is known as………………
✅ Correct Answer: (A)
Commission based compensation plans
Q. The first step in determining how a firm's sales force compensation program will be structured is to determine the:
✅ Correct Answer: (A)
Wage level relative to salespeople in other organizations in the industry
Q. In medium and large firms, one would find the………………types of organization
✅ Correct Answer: (B)
Line and staff sales organization
Q. The most frequently used type of compensation plan is a:
✅ Correct Answer: (C)
Combination compensation plan.
Q. Which of the following elements is NOT used for determining the size of a sales force in the workload method?
✅ Correct Answer: (D)
Number of years in sales experience