Question 1

House accounts are handled by field sales managers in addition to their regular duties.

Accepted Answer

A) True 
 B)False

Question 2

Who typically handles house accounts?

Accepted Answer

A house account is handled by

Question 3

Which of the following is an example of an outbound salesperson?

Accepted Answer

A)  Laverne responds to a customer who called with a billing complaint. 
B)  Annette uses her telephone to solicit new business from a list of prospects. 
C)  Orlando calls a company's toll-free number to complain about his malfunctioning lawn mower. 
D)  Millie,the CEO of her company,handles two house accounts. 
E)  Morris takes a telephone order for a medium pizza. 
A)  Laverne responds to a customer who called with a billing complaint. 
B)  Annette uses her telephone to solicit new business from a list of prospects. 
C)  Orlando calls a company's toll-free number to complain about his malfunctioning lawn mower. 
D)  Millie,the CEO of her company,handles two house accounts. 
E)  Morris takes a telephone order for a medium pizza.

Question 4

The field sales manager is the leader at the top of the sales force hierarchy.

Accepted Answer

A) True 
 B)False

Question 5

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer and that he gets his commission for the orders?

Accepted Answer

A)  Marketing 
B)  Manufacturing 
C)  Administration 
D)  Shipping 
E)  Customers service 
A)  Marketing 
B)  Manufacturing 
C)  Administration 
D)  Shipping 
E)  Customers service

Question 6

Adam is a new sales representative for Harris Pillow Company,a manufacturer of pillows.In addition to his sales responsibilities,what areas of the company are likely to be important to him and how?

Accepted Answer

In general,all areas are important to Ad

Question 7

A sales quota is the minimum sales revenue necessary for acceptable performance.

Accepted Answer

A) True 
 B)False

Question 8

Sales executives determine the size and organization of the sales force,develop annual and long-range plans,and monitor and control sales efforts.

Accepted Answer

A) True 
 B)False

Question 9

Ethical behavior not only applies to how salespeople treat customers but also applies to how employers treat salespeople.

Accepted Answer

A) True 
 B)False

Question 10

Willey is the national account manager of Perspicacia International Company.Discuss his role as a national account manager.

Accepted Answer

Willey's role as a national account mana

Question 11

A commission plan is likely to be used when:

Accepted Answer

A)  a sales force includes many part-timers. 
B)  the earnings of part-time salespeople are required to be tied to their performance. 
C)  a company does not emphasize service to customers. 
D)  a company does not anticipate long-term customer relationships. 
E)  any of these situations arises. 
A)  a sales force includes many part-timers. 
B)  the earnings of part-time salespeople are required to be tied to their performance. 
C)  a company does not emphasize service to customers. 
D)  a company does not anticipate long-term customer relationships. 
E)  any of these situations arises.

Question 12

_____ is an extension of team selling in which members at various levels of a sales organization call on their counterparts in a buying organization.

Accepted Answer

A)  Network marketing 
B)  Viral marketing 
C)  Hierarchical selling 
D)  Direct selling 
E)  Multilevel selling 
A)  Network marketing 
B)  Viral marketing 
C)  Hierarchical selling 
D)  Direct selling 
E)  Multilevel selling

Question 13

Chris receives $520 per week of gross pay in his sales job at Lark Dealership.This amount remains fixed and does not vary with the number of sales.As long as Chris works his 40 hours,he gets paid $520.Chris is paid:

Accepted Answer

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

Question 14

A _____ plan typically pays a certain amount per sale,and the plan includes a base and a rate but does not include a salary.

Accepted Answer

A)  fixed pay 
B)  bonus 
C)  straight commission 
D)  straight salary 
E)  quota 
A)  fixed pay 
B)  bonus 
C)  straight commission 
D)  straight salary 
E)  quota

Question 15

Alcium Aluminum has one sales force for handling tubing and extruded products and another for handling cans and rolled products.This best exemplifies a sales force that is organized on the basis of _____.

Accepted Answer

A)  activity quotas 
B)  sales quotas 
C)  customer types 
D)  geographic location 
E)  product specialization 
A)  activity quotas 
B)  sales quotas 
C)  customer types 
D)  geographic location 
E)  product specialization

Question 16

Which of the following is an advantage of a straight commission plan?

Accepted Answer

A)  It provides more nonfinancial kickbacks for a salesperson to work hard. 
B)  It ties a salesperson's compensation directly to his or her performance. 
C)  It encourages employees to take up activities that do not directly lead to sales. 
D)  Salespeople on straight commission have immense loyalty toward their companies. 
E)  Salespeople on straight commission are highly willing to monitor customer service programs. 
A)  It provides more nonfinancial kickbacks for a salesperson to work hard. 
B)  It ties a salesperson's compensation directly to his or her performance. 
C)  It encourages employees to take up activities that do not directly lead to sales. 
D)  Salespeople on straight commission have immense loyalty toward their companies. 
E)  Salespeople on straight commission are highly willing to monitor customer service programs.

Question 17

Companies that do not emphasize service to customers or do not anticipate long-term customer relationships typically use a _____ plan.

Accepted Answer

A)  bonus 
B)  point 
C)  straight salary 
D)  combination 
E)  straight commission 
A)  bonus 
B)  point 
C)  straight salary 
D)  combination 
E)  straight commission

Question 18

When are straight salary compensation plans appropriate?

Accepted Answer

Straight salary plans are used when sale

Question 19

Which of the following salespeople best exemplifies a field salesperson?

Accepted Answer

A)  Ann,a retail clerk at a large department store 
B)  Victor,a field support telemarketer who makes phone calls to customers 
C)  George,who takes food orders at a drive-through window 
D)  John,a pharmaceutical sales representative who visits doctors' offices to sell drugs 
E)  Gregory,a customer service representative who responds to calls placed to his firm by customers 
A)  Ann,a retail clerk at a large department store 
B)  Victor,a field support telemarketer who makes phone calls to customers 
C)  George,who takes food orders at a drive-through window 
D)  John,a pharmaceutical sales representative who visits doctors' offices to sell drugs 
E)  Gregory,a customer service representative who responds to calls placed to his firm by customers

Question 20

Marshall is compensated by his company under a straight commission plan.He receives 10 percent of the total sales revenue per week.In a particular week,the total sales revenue is $6,000.This amount is known as the:

Accepted Answer

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

House accounts are handled by field sales managers in addition to their regular duties.

Who typically handles house accounts?

Which of the following is an example of an outbound salesperson?

The field sales manager is the leader at the top of the sales force hierarchy.

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer and that he gets his commission for the orders?

Adam is a new sales representative for Harris Pillow Company,a manufacturer of pillows.In addition to his sales responsibilities,what areas of the company are likely to be important to him and how?

A sales quota is the minimum sales revenue necessary for acceptable performance.

Sales executives determine the size and organization of the sales force,develop annual and long-range plans,and monitor and control sales efforts.

Ethical behavior not only applies to how salespeople treat customers but also applies to how employers treat salespeople.

Willey is the national account manager of Perspicacia International Company.Discuss his role as a national account manager.

A commission plan is likely to be used when:

_____ is an extension of team selling in which members at various levels of a sales organization call on their counterparts in a buying organization.

Chris receives $520 per week of gross pay in his sales job at Lark Dealership.This amount remains fixed and does not vary with the number of sales.As long as Chris works his 40 hours,he gets paid $520.Chris is paid:

A _____ plan typically pays a certain amount per sale,and the plan includes a base and a rate but does not include a salary.

Alcium Aluminum has one sales force for handling tubing and extruded products and another for handling cans and rolled products.This best exemplifies a sales force that is organized on the basis of _____.

Which of the following is an advantage of a straight commission plan?

Companies that do not emphasize service to customers or do not anticipate long-term customer relationships typically use a _____ plan.

When are straight salary compensation plans appropriate?

Which of the following salespeople best exemplifies a field salesperson?

Marshall is compensated by his company under a straight commission plan.He receives 10 percent of the total sales revenue per week.In a particular week,the total sales revenue is $6,000.This amount is known as the:

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 are handled by field sales managers in addition to their regular duties.

Who typically handles house accounts?

Which of the following is an example of an outbound salesperson?

The field sales manager is the leader at the top of the sales force hierarchy.

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer and that he gets his commission for the orders?

Adam is a new sales representative for Harris Pillow Company,a manufacturer of pillows.In addition to his sales responsibilities,what areas of the company are likely to be important to him and how?

A sales quota is the minimum sales revenue necessary for acceptable performance.

Sales executives determine the size and organization of the sales force,develop annual and long-range plans,and monitor and control sales efforts.

Ethical behavior not only applies to how salespeople treat customers but also applies to how employers treat salespeople.

Willey is the national account manager of Perspicacia International Company.Discuss his role as a national account manager.

A commission plan is likely to be used when:

_____ is an extension of team selling in which members at various levels of a sales organization call on their counterparts in a buying organization.

Chris receives $520 per week of gross pay in his sales job at Lark Dealership.This amount remains fixed and does not vary with the number of sales.As long as Chris works his 40 hours,he gets paid $520.Chris is paid:

A _____ plan typically pays a certain amount per sale,and the plan includes a base and a rate but does not include a salary.

Alcium Aluminum has one sales force for handling tubing and extruded products and another for handling cans and rolled products.This best exemplifies a sales force that is organized on the basis of _____.

Which of the following is an advantage of a straight commission plan?

Companies that do not emphasize service to customers or do not anticipate long-term customer relationships typically use a _____ plan.

When are straight salary compensation plans appropriate?

Which of the following salespeople best exemplifies a field salesperson?

Marshall is compensated by his company under a straight commission plan.He receives 10 percent of the total sales revenue per week.In a particular week,the total sales revenue is $6,000.This amount is known as the:

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