Question 1

House accounts:

Accepted Answer

A)  are invariably the same as key accounts. 
B)  have no "true" salesperson. 
C)  are not used by large retailers. 
D)  provide salespeople with a percentage-of-sales commission. 
E)  are typically handled by field salespeople. 
A)  are invariably the same as key accounts. 
B)  have no "true" salesperson. 
C)  are not used by large retailers. 
D)  provide salespeople with a percentage-of-sales commission. 
E)  are typically handled by field salespeople. B

Question 2

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week,she makes a sale of $750.The 10 percent of the total revenue of $750 best exemplifies:

Accepted Answer

A)  a gratuity. 
B)  a stipend. 
C)  a fixed pay. 
D)  incentive pay. 
E)  a salary. 
A)  a gratuity. 
B)  a stipend. 
C)  a fixed pay. 
D)  incentive pay. 
E)  a salary. D

Question 3

Explain team and multilevel selling.

Accepted Answer

In team selling,a group of salespeople supports a single account.Each person on the team brings a different area of expertise or handles different responsibilities.In an extension of team selling,multilevel selling,members at various levels of a sales organization call on their counterparts in a buying organization.Multilevel selling can take place without a formal multilevel sales team if the account representative requests upper-level management's involvement in the sale.

Question 4

To keep commissions paid to salespeople from becoming so high that they become demoralizing to company executives,some companies place upper limits on how much a sales representative can earn.This limit is called a:

Accepted Answer

A)  draw. 
B)  bonus. 
C)  base. 
D)  cap. 
E)  ground rule. 
A)  draw. 
B)  bonus. 
C)  base. 
D)  cap. 
E)  ground rule.

Question 5

Why is understanding quotas important to salespeople?

Accepted Answer

A)  Salespeople are responsible for maximizing their individual quotas. 
B)  Ultimately,it is a salesperson's responsibility to manage territorial quotas. 
C)  Salespeople are primarily responsible for making expense quotas. 
D)  Salespeople are responsible for setting up a balanced control system that regulates sales quotas. 
E)  Performance relative to quota is evaluated by management. 
A)  Salespeople are responsible for maximizing their individual quotas. 
B)  Ultimately,it is a salesperson's responsibility to manage territorial quotas. 
C)  Salespeople are primarily responsible for making expense quotas. 
D)  Salespeople are responsible for setting up a balanced control system that regulates sales quotas. 
E)  Performance relative to quota is evaluated by management.

Question 6

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

Accepted Answer

A)  straight salary. 
B)  draw. 
C)  commission base. 
D)  commission rate. 
E)  bonus. 
A)  straight salary. 
B)  draw. 
C)  commission base. 
D)  commission rate. 
E)  bonus.

Question 7

Michael is a salesperson with Sigma Chi Industries.His incentive pay is determined by the number of units that he sells in a week.Which of the following determines the amount paid to Michael?

Accepted Answer

A)  Annual spend 
B)  A kickback 
C)  Push money 
D)  A commission base 
E)  A commission rate 
A)  Annual spend 
B)  A kickback 
C)  Push money 
D)  A commission base 
E)  A commission rate

Question 8

When Wallace made a commission that was greater than the salary of his company's senior vice president,he was pleased with his accomplishments.He was not so happy when the company told him that there was a _____ and that he would receive only $50,000 in commissions,about 40 percent less than what he had made.

Accepted Answer

A)  draw 
B)  quota 
C)  base 
D)  cap 
E)  bonus 
A)  draw 
B)  quota 
C)  base 
D)  cap 
E)  bonus

Question 9

Katherine is developing a forecast for her company's next year's sales of an organic fertilizer to retail gardening nurseries.She is assembling the sales estimates for her company's product by adding together the territory estimates provided by her salespeople.She is engaging in _____ forecasting.

Accepted Answer

A)  cumulative 
B)  geographic 
C)  gross margin quota 
D)  profit quota 
E)  bottom-up 
A)  cumulative 
B)  geographic 
C)  gross margin quota 
D)  profit quota 
E)  bottom-up

Question 10

What is the easiest method to evaluate the performance of salespeople?

Accepted Answer

A)  Measuring customer service levels 
B)  Measuring product knowledge 
C)  Measuring total sales 
D)  Determining how quickly management requests for information are answered 
E)  Measuring how aware each salesperson is about competition and business conditions 
A)  Measuring customer service levels 
B)  Measuring product knowledge 
C)  Measuring total sales 
D)  Determining how quickly management requests for information are answered 
E)  Measuring how aware each salesperson is about competition and business conditions

Question 11

Identify a true statement about team selling.

Accepted Answer

A)  Salespeople should sell additional products that are not associated with the initial products. 
B)  A salesperson goes behind the back of a purchaser to directly contact other members of the buying center. 
C)  Salespeople evaluate prospects who do not necessarily have a clear understanding of what they need. 
D)  A group of salespeople supports a single account,and each team member brings a different area of expertise. 
E)  Members at various levels of a sales organization call on their counterparts in a buying organization. 
A)  Salespeople should sell additional products that are not associated with the initial products. 
B)  A salesperson goes behind the back of a purchaser to directly contact other members of the buying center. 
C)  Salespeople evaluate prospects who do not necessarily have a clear understanding of what they need. 
D)  A group of salespeople supports a single account,and each team member brings a different area of expertise. 
E)  Members at various levels of a sales organization call on their counterparts in a buying organization.

Question 12

Companies that emphasize service to customers or anticipate long-term customer relationships typically use commission plans.

Accepted Answer

A) True 
 B)False

Question 13

An ethics review board:

Accepted Answer

A)  discourages subordinates from taking their ethical concerns to the upper management of a company. 
B)  typically has no effect on the ethics of an organization. 
C)  should not be expected to have any lasting effect on the behavioral norms within a company. 
D)  can investigate allegations of unethical behavior and serve as a sounding board for employees. 
E)  should be composed solely of outside experts who are in no way financially involved with an organization. 
A)  discourages subordinates from taking their ethical concerns to the upper management of a company. 
B)  typically has no effect on the ethics of an organization. 
C)  should not be expected to have any lasting effect on the behavioral norms within a company. 
D)  can investigate allegations of unethical behavior and serve as a sounding board for employees. 
E)  should be composed solely of outside experts who are in no way financially involved with an organization.

Question 14

Rather than complain about poor marketing programs,proactive salespeople and sales managers prefer to participate in marketing decisions and keep communication lines open.

Accepted Answer

A) True 
 B)False

Question 15

The functions of order entry,billing,credit,and employee compensation require each company to have a customer service department.

Accepted Answer

A) True 
 B)False

Question 16

Candace was distressed to discover her company had paid several bribes to get a major contract.When she voiced her concerns to the management,she was told to keep her mouth shut if she wanted to keep her job.After several other attempts to stop the unethical practices,Candace gave the evidence she had of the corporation paying bribes to a local television station.This action of Candace is called:

Accepted Answer

A)  data mining. 
B)  direct denial. 
C)  blowing the whistle. 
D)  cross-selling. 
E)  rejecting the open-door policy. 
A)  data mining. 
B)  direct denial. 
C)  blowing the whistle. 
D)  cross-selling. 
E)  rejecting the open-door policy.

Question 17

A salesperson who receives a fixed amount of money for working during a specified time is compensated using the _____ method.

Accepted Answer

A)  salary plus bonus 
B)  straight commission 
C)  salary plus commission 
D)  commission plus bonus 
E)  straight salary 
A)  salary plus bonus 
B)  straight commission 
C)  salary plus commission 
D)  commission plus bonus 
E)  straight salary

Question 18

Lennie is a salesperson with Eddy's Laboratories.Lennie's sales manager expects him to make at least five sales calls per day and meet at least five customers per week.Identify the type of quota assigned to Lennie by his sales manager.

Accepted Answer

A)  Activity quota 
B)  Revenue quota 
C)  Profit quota 
D)  Point quota 
E)  Sales quota 
A)  Activity quota 
B)  Revenue quota 
C)  Profit quota 
D)  Point quota 
E)  Sales quota

Question 19

Identify one of the most important functions of a sales force.

Accepted Answer

A)  Drafting an expense budget 
B)  Determining the mission statement of the company 
C)  Separating the activities of the product management team and the operations team in the company 
D)  Increasing the skill sets of the customers associated with the company 
E)  Carrying the customers' voice across the organization 
A)  Drafting an expense budget 
B)  Determining the mission statement of the company 
C)  Separating the activities of the product management team and the operations team in the company 
D)  Increasing the skill sets of the customers associated with the company 
E)  Carrying the customers' voice across the organization

Question 20

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

Accepted Answer

Salespeople may find themselves facing a

House accounts:

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week,she makes a sale of $750.The 10 percent of the total revenue of $750 best exemplifies:

Explain team and multilevel selling.

To keep commissions paid to salespeople from becoming so high that they become demoralizing to company executives,some companies place upper limits on how much a sales representative can earn.This limit is called a:

Why is understanding quotas important to salespeople?

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

Michael is a salesperson with Sigma Chi Industries.His incentive pay is determined by the number of units that he sells in a week.Which of the following determines the amount paid to Michael?

Katherine is developing a forecast for her company's next year's sales of an organic fertilizer to retail gardening nurseries.She is assembling the sales estimates for her company's product by adding together the territory estimates provided by her salespeople.She is engaging in _____ forecasting.

What is the easiest method to evaluate the performance of salespeople?

Identify a true statement about team selling.

Companies that emphasize service to customers or anticipate long-term customer relationships typically use commission plans.

An ethics review board:

Rather than complain about poor marketing programs,proactive salespeople and sales managers prefer to participate in marketing decisions and keep communication lines open.

The functions of order entry,billing,credit,and employee compensation require each company to have a customer service department.

A salesperson who receives a fixed amount of money for working during a specified time is compensated using the _____ method.

Lennie is a salesperson with Eddy's Laboratories.Lennie's sales manager expects him to make at least five sales calls per day and meet at least five customers per week.Identify the type of quota assigned to Lennie by his sales manager.

Identify one of the most important functions of a sales force.

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters

Exam 16: Managing Within Your Company

House accounts:

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week,she makes a sale of $750.The 10 percent of the total revenue of $750 best exemplifies:

Explain team and multilevel selling.

To keep commissions paid to salespeople from becoming so high that they become demoralizing to company executives,some companies place upper limits on how much a sales representative can earn.This limit is called a:

Why is understanding quotas important to salespeople?

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

Michael is a salesperson with Sigma Chi Industries.His incentive pay is determined by the number of units that he sells in a week.Which of the following determines the amount paid to Michael?

Katherine is developing a forecast for her company's next year's sales of an organic fertilizer to retail gardening nurseries.She is assembling the sales estimates for her company's product by adding together the territory estimates provided by her salespeople.She is engaging in _____ forecasting.

What is the easiest method to evaluate the performance of salespeople?

Identify a true statement about team selling.

Companies that emphasize service to customers or anticipate long-term customer relationships typically use commission plans.

An ethics review board:

Rather than complain about poor marketing programs,proactive salespeople and sales managers prefer to participate in marketing decisions and keep communication lines open.

The functions of order entry,billing,credit,and employee compensation require each company to have a customer service department.

A salesperson who receives a fixed amount of money for working during a specified time is compensated using the _____ method.

Lennie is a salesperson with Eddy's Laboratories.Lennie's sales manager expects him to make at least five sales calls per day and meet at least five customers per week.Identify the type of quota assigned to Lennie by his sales manager.

Identify one of the most important functions of a sales force.

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters