Question 1

Lee,the sales rep for GE CT scanners,is required to call on four hospitals per month.Which type of quota does Lee have?

Accepted Answer

Lee has an activity quota.Acti

Question 2

Kristen wants her sales force to concentrate its efforts on selling the most profitable products and on selling to most profitable accounts.To achieve this target,she can institute profit quotas.

Accepted Answer

A) True 
 B)False

Question 3

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

Accepted Answer

A) True 
 B)False

Question 4

List three kinds of outbound sales representatives.

Accepted Answer

Three kinds of outbound sales

Question 5

Drew believes his sales manager has instructed him to do something unethical and discusses his concerns with the manager.However,even after discussing the matter with the manager,he was asked to carry out the original instructions.Drew's company encourages him to take his concerns straight to the upper management because it has a(n)_____.

Accepted Answer

A)  straight salary system 
B)  bottom-up forecasting system 
C)  anti-whistleblowing policy 
D)  straight commission system 
E)  open-door policy 
A)  straight salary system 
B)  bottom-up forecasting system 
C)  anti-whistleblowing policy 
D)  straight commission system 
E)  open-door policy

Question 6

Taylor sells roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least six water flume rides,three carousels,two coaster rides,and ten kiddie rides this fiscal year.Taylor's manager has given him his:

Accepted Answer

A)  key account. 
B)  sales quota. 
C)  revenue quota. 
D)  sales commission rate. 
E)  commission base. 
A)  key account. 
B)  sales quota. 
C)  revenue quota. 
D)  sales commission rate. 
E)  commission base.

Question 7

Differentiate between the terms "inbound" and "outbound" when referring to sales representatives.

Accepted Answer

Inbound salespersons respond t

Question 8

Salespeople typically report directly to a sales executive.

Accepted Answer

A) True 
 B)False

Question 9

How does a house account differ from other types of accounts?

Accepted Answer

A)  A house account is always unprofitable. 
B)  A house account is usually too small for a salesperson's attention. 
C)  No commission is paid on sales to a house account. 
D)  A house account is served by the firm's telemarketing center. 
E)  Commissions are split among all the salespeople who service a house account's various locations. 
A)  A house account is always unprofitable. 
B)  A house account is usually too small for a salesperson's attention. 
C)  No commission is paid on sales to a house account. 
D)  A house account is served by the firm's telemarketing center. 
E)  Commissions are split among all the salespeople who service a house account's various locations.

Question 10

Salespeople can help customer service by setting very high expectations for product performance with customers so that customer service representatives receive extended service calls.

Accepted Answer

A) True 
 B)False

Question 11

What are the seven principles of selling internally?

Accepted Answer

The seven principles of selling internal

Question 12

Mack is a salesperson with Cible Department Store.His manager has given him a target of selling $525,000 worth of merchandise in his territory in the current financial year.Identify the type of quota that Mack is expected to achieve.

Accepted Answer

A)  Sales quota 
B)  Revenue quota 
C)  Activity quota 
D)  Point quota 
E)  Gross margin quota 
A)  Sales quota 
B)  Revenue quota 
C)  Activity quota 
D)  Point quota 
E)  Gross margin quota

Question 13

As a new salesperson,Marc is working on commission.Even though he has yet to make his first sales call,he has already been paid $300.How would you categorize the $300 payment?

Accepted Answer

It is a draw,a loan that guara

Question 14

Under a bonus plan,salespeople receive a lump-sum payment for a certain level of performance over a specified time.

Accepted Answer

A) True 
 B)False

Question 15

Ryan,a salesperson,received an extra amount at the end of last quarter based on his sales performance.He also excelled in customer satisfaction as he could resolve most of the customer complaints.Identify the type of incentive that Ryan has received.

Accepted Answer

Ryan has received a bonus as h

Question 16

Harry is a sales representative working for a pharmaceutical company.He achieved 130 percent of his annual sales target for the current financial year.To reward him for his excellent performance,his company made an extra payment as _____.

Accepted Answer

A)  push money 
B)  a stipend 
C)  a kickback 
D)  a commission 
E)  lubrication 
A)  push money 
B)  a stipend 
C)  a kickback 
D)  a commission 
E)  lubrication

Question 17

Which of the following is an advantage of a company using combination plans to provide incentives for its salespeople?

Accepted Answer

A)  The management is able to motivate and control the activities of its salespeople with greater flexibility than a commission plan. 
B)  The management is able to emphasize that its sales force needs to concentrate on getting new and commissionable sales. 
C)  The management is able to tie a salesperson's compensation directly to his or her performance. 
D)  The management and the salespeople are able to engage in transactional selling relationships. 
E)  The management is able to include many part-timers in the sales force. 
A)  The management is able to motivate and control the activities of its salespeople with greater flexibility than a commission plan. 
B)  The management is able to emphasize that its sales force needs to concentrate on getting new and commissionable sales. 
C)  The management is able to tie a salesperson's compensation directly to his or her performance. 
D)  The management and the salespeople are able to engage in transactional selling relationships. 
E)  The management is able to include many part-timers in the sales force.

Question 18

SPIN and active listening techniques are used to find out and understand the personal and professional needs of an internal customer.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements about forecasting in global markets is true?

Accepted Answer

A)  The same forecasting techniques that work in the United States work around the world. 
B)  Salespeople are especially important to the forecasting process when an executive is attempting to forecast international sales. 
C)  For international marketing forecasts,the top executives rather than the salespeople can provide the most accurate numbers. 
D)  In the bottom-up forecasting method used in international sales,little input is taken from the salespeople. 
E)  Computer simulations produce the most reliable sales forecasts for selling in international markets. 
A)  The same forecasting techniques that work in the United States work around the world. 
B)  Salespeople are especially important to the forecasting process when an executive is attempting to forecast international sales. 
C)  For international marketing forecasts,the top executives rather than the salespeople can provide the most accurate numbers. 
D)  In the bottom-up forecasting method used in international sales,little input is taken from the salespeople. 
E)  Computer simulations produce the most reliable sales forecasts for selling in international markets.

Question 20

An inside salesperson who is an account manager has the same responsibilities and duties as a field salesperson except that all business is conducted over the phone.

Accepted Answer

A) True 
 B)False

Lee,the sales rep for GE CT scanners,is required to call on four hospitals per month.Which type of quota does Lee have?

Kristen wants her sales force to concentrate its efforts on selling the most profitable products and on selling to most profitable accounts.To achieve this target,she can institute profit quotas.

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

List three kinds of outbound sales representatives.

Taylor sells roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least six water flume rides,three carousels,two coaster rides,and ten kiddie rides this fiscal year.Taylor's manager has given him his:

Differentiate between the terms "inbound" and "outbound" when referring to sales representatives.

Salespeople typically report directly to a sales executive.

How does a house account differ from other types of accounts?

Salespeople can help customer service by setting very high expectations for product performance with customers so that customer service representatives receive extended service calls.

What are the seven principles of selling internally?

Mack is a salesperson with Cible Department Store.His manager has given him a target of selling $525,000 worth of merchandise in his territory in the current financial year.Identify the type of quota that Mack is expected to achieve.

As a new salesperson,Marc is working on commission.Even though he has yet to make his first sales call,he has already been paid $300.How would you categorize the $300 payment?

Under a bonus plan,salespeople receive a lump-sum payment for a certain level of performance over a specified time.

Ryan,a salesperson,received an extra amount at the end of last quarter based on his sales performance.He also excelled in customer satisfaction as he could resolve most of the customer complaints.Identify the type of incentive that Ryan has received.

Harry is a sales representative working for a pharmaceutical company.He achieved 130 percent of his annual sales target for the current financial year.To reward him for his excellent performance,his company made an extra payment as _____.

Which of the following is an advantage of a company using combination plans to provide incentives for its salespeople?

SPIN and active listening techniques are used to find out and understand the personal and professional needs of an internal customer.

Which of the following statements about forecasting in global markets is true?

An inside salesperson who is an account manager has the same responsibilities and duties as a field salesperson except that all business is conducted over the phone.

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

Lee,the sales rep for GE CT scanners,is required to call on four hospitals per month.Which type of quota does Lee have?

Kristen wants her sales force to concentrate its efforts on selling the most profitable products and on selling to most profitable accounts.To achieve this target,she can institute profit quotas.

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

List three kinds of outbound sales representatives.

Taylor sells roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least six water flume rides,three carousels,two coaster rides,and ten kiddie rides this fiscal year.Taylor's manager has given him his:

Differentiate between the terms "inbound" and "outbound" when referring to sales representatives.

Salespeople typically report directly to a sales executive.

How does a house account differ from other types of accounts?

Salespeople can help customer service by setting very high expectations for product performance with customers so that customer service representatives receive extended service calls.

What are the seven principles of selling internally?

Mack is a salesperson with Cible Department Store.His manager has given him a target of selling $525,000 worth of merchandise in his territory in the current financial year.Identify the type of quota that Mack is expected to achieve.

As a new salesperson,Marc is working on commission.Even though he has yet to make his first sales call,he has already been paid $300.How would you categorize the $300 payment?

Under a bonus plan,salespeople receive a lump-sum payment for a certain level of performance over a specified time.

Ryan,a salesperson,received an extra amount at the end of last quarter based on his sales performance.He also excelled in customer satisfaction as he could resolve most of the customer complaints.Identify the type of incentive that Ryan has received.

Harry is a sales representative working for a pharmaceutical company.He achieved 130 percent of his annual sales target for the current financial year.To reward him for his excellent performance,his company made an extra payment as _____.

Which of the following is an advantage of a company using combination plans to provide incentives for its salespeople?

SPIN and active listening techniques are used to find out and understand the personal and professional needs of an internal customer.

Which of the following statements about forecasting in global markets is true?

An inside salesperson who is an account manager has the same responsibilities and duties as a field salesperson except that all business is conducted over the phone.

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