Question

33.

According to the textbook, which of the following does not represent features of a sales job?

	A.	Implementation of a firm's marketing strategies in the field.
	B.	Frequently facing rejection.
	C.	The authorization to spend company funds.
	D.	Daily personal interaction with the sales manager
	E.	Representing customers to their companies.

34.

The sales job is unique in that:

	A.	Salespeople are entirely self-motivated.
	B.	Salespeople have especially small role sets.
	C.	Salespeople require no supervision.
	D.	Salespeople often feel caught in the middle between conflicting demands.
	E.	Salespeople work fewer hours per week than most other occupations.

35.

With eighteen department heads reporting to the marketing manager of a company making office furniture, this firm is probably violating the organizational principle related to:

	A.	Flexibility
	B.	Organized around activities, not people.
	C.	Branch organization
	D.	The informal organization.
	E.	Span of executive control

36.

The text defines an organization as:

	A.	working better when there is no informal organization in a firm.
	B.	a sales performance goal assigned to a salesperson.
	C.	None of these is correct.
	D.	a number of customers located within a given geographical area and assigned to a sales rep.
	E.	an arrangement of activities whereby the people involved in them can act together more effectively than they can act individually.

Answer 1

33.

c) the authorisation to spend companies fund.

Explanation:

: any sales company never gives authorities to his employees to spend companies fund. insted they provide them resources to be used in job. and this is not the feature of sales job.

: implimentation of marketing strategies of firm, frequently facing rejections, representing customers to their companies,and daily iinterction with sales manager are the features of sales job.

  

34.

a) salespeople are entirely self-motivated.

Explanation:

: A successful saleperson is enthusiastic and always self-motivated. this quality make them always ready to make the sale at any given moment and they keep looking for opportunity.

: this sense of self-motivated make them take the responsiblity of their field and this make there managers to trust them for making decisions.

35.

e) Span of exclusive control.

Explanation:

: span of control is also refered as span of managements.

: there is a limit in which a manager can effectively manage the number of subordinates.

: not more than six immediate subordinate, any superior at higher level should have. because average human brain can effedtively direct to three-six persons.

: in span of control it is ensured that no supervisor and manager is not overburdened with subordinates.

36.

e) an arrangements of activites whereby the people involved in them can act together more effectively that they can act individually.

Explanation:

: an organization is a group of people who work together. an in charity, a union, a corporation. it can also be stated as a system of arrangement or order of classifying things.

: organization is consist of four steps :

*identification and devision of work;

*departmentalisation;

* assignment of duty;

*estrablisishing reporting relationship.