Question 1

Which of the following is a major disadvantage associated with a combination compensation plan?

Accepted Answer

A)  Its inability to be used as a motivation tool 
B)  Its complexity 
C)  Its inability to include a draw 
D)  Its lack of flexibility in the context of motivating salespeople 
E)  Its lack of flexibility in the context of controlling the activities of salespeople 
A)  Its inability to be used as a motivation tool 
B)  Its complexity 
C)  Its inability to include a draw 
D)  Its lack of flexibility in the context of motivating salespeople 
E)  Its lack of flexibility in the context of controlling the activities of salespeople

Question 2

GEC Inc.is the largest multinational company in New Mexico City.It caters to a wide range of consumers.It has a sales force that sells electric transformers to electric utility companies and another that sells electrical safety equipment to food and beverages companies.Identify the type of salespeople working with the company.

Accepted Answer

A)  Product specialists 
B)  Telemarketing representatives 
C)  Field salespeople 
D)  Inside salespeople 
E)  Account specialists 
A)  Product specialists 
B)  Telemarketing representatives 
C)  Field salespeople 
D)  Inside salespeople 
E)  Account specialists

Question 3

Few jobs require the boundary-spanning coordination and management skill needed to effectively perform a sales job.

Accepted Answer

A) True 
 B)False

Question 4

Close relationships and support of customer or technical service representatives with a salesperson mean not only better customer service but faster and more direct information flow to the salesperson.

Accepted Answer

A) True 
 B)False

Question 5

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Accepted Answer

A) True 
 B)False

Question 6

Straight salary plans are typically used when:

Accepted Answer

A)  advertising is more important to a sale than the efforts of the salesperson. 
B)  a team of salespeople is involved in a sale. 
C)  a sale requires a long period of negotiation. 
D)  individual results of sales team members cannot be measured. 
E)  any of these situations arises. 
A)  advertising is more important to a sale than the efforts of the salesperson. 
B)  a team of salespeople is involved in a sale. 
C)  a sale requires a long period of negotiation. 
D)  individual results of sales team members cannot be measured. 
E)  any of these situations arises.

Question 7

A(n)_____ is incentive pay for overall performance in one or more areas.

Accepted Answer

A)  sales quota 
B)  bonus 
C)  salary 
D)  gratuity 
E)  activity quota 
A)  sales quota 
B)  bonus 
C)  salary 
D)  gratuity 
E)  activity quota

Question 8

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Accepted Answer

Sales executives must develop a culture

Question 9

Salespeople only sell a company,its products,and its services to customers,and they need not sell their customers' needs to their companies.

Accepted Answer

A) True 
 B)False

Question 10

In an extension of team selling,multilevel selling,members at various levels of a sales organization call on their counterparts in a buying organization.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  Bettina makes cold calls for her field sales representative. 
B)  Marjorie is a telemarketer who sells aluminum siding to key accounts. 
C)  Al calls to see if the Yelverton family wants to renew its subscription to the Nashville Tennessean. 
D)  Burt receives a phone call from a customer in BellSouth who wants to check the availability of a particular watch. 
E)  Tracey sits at the customer service section and provides product information to her clients. 
A)  Bettina makes cold calls for her field sales representative. 
B)  Marjorie is a telemarketer who sells aluminum siding to key accounts. 
C)  Al calls to see if the Yelverton family wants to renew its subscription to the Nashville Tennessean. 
D)  Burt receives a phone call from a customer in BellSouth who wants to check the availability of a particular watch. 
E)  Tracey sits at the customer service section and provides product information to her clients.

Question 12

Differentiate between a house account and a key account.

Accepted Answer

A house account is handled by a sales or

Question 13

Neal works for Integrated Computer Systems Distributors (ICSD)as a field salesperson.In his territory,he only calls on attorneys' offices and physicians' offices.This specialization has allowed him to develop a high level of expertise at selecting just the right combination of hardware and software to meet the unique needs of these offices.From this information,it can be concluded that Neal is part of a sales force that is organized according to:

Accepted Answer

A)  account types. 
B)  sales volume. 
C)  geographic regions. 
D)  activity quota. 
E)  performance-based criteria. 
A)  account types. 
B)  sales volume. 
C)  geographic regions. 
D)  activity quota. 
E)  performance-based criteria.

Question 14

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow,is called a:

Accepted Answer

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

Question 15

Field sales managers are responsible for evaluating the performance of their salespeople.

Accepted Answer

A) True 
 B)False

Question 16

Discuss the role of a salesperson in the sales force of a company.

Accepted Answer

Salespeople not only sell a company,its

Question 17

_____ are important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.

Accepted Answer

A)  Activity quotas 
B)  Revenue quotas 
C)  Gross margin quotas 
D)  Sales commission rates 
E)  Sales quotas 
A)  Activity quotas 
B)  Revenue quotas 
C)  Gross margin quotas 
D)  Sales commission rates 
E)  Sales quotas

Question 18

When a conflict arises between a salesperson and an internal employee,personalizing the conflict makes it easier to resolve.

Accepted Answer

A) True 
 B)False

Question 19

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

Accepted Answer

A) True 
 B)False

Question 20

Ed works for Lanier Business Products as a sales representative.He receives a straight commission.In weeks when his earned commission is less than $600,the company loans him enough money against future commissions to allow him to receive $600.In weeks when Ed earns more than $600,the extra is used for repaying the previous loan.For Ed,the guaranteed $600 is his:

Accepted Answer

A)  sales quota. 
B)  activity quota. 
C)  draw. 
D)  bonus. 
E)  straight salary. 
A)  sales quota. 
B)  activity quota. 
C)  draw. 
D)  bonus. 
E)  straight salary.

Which of the following is a major disadvantage associated with a combination compensation plan?

Few jobs require the boundary-spanning coordination and management skill needed to effectively perform a sales job.

Close relationships and support of customer or technical service representatives with a salesperson mean not only better customer service but faster and more direct information flow to the salesperson.

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Straight salary plans are typically used when:

A(n)_____ is incentive pay for overall performance in one or more areas.

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Salespeople only sell a company,its products,and its services to customers,and they need not sell their customers' needs to their companies.

In an extension of team selling,multilevel selling,members at various levels of a sales organization call on their counterparts in a buying organization.

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

Differentiate between a house account and a key account.

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow,is called a:

Field sales managers are responsible for evaluating the performance of their salespeople.

Discuss the role of a salesperson in the sales force of a company.

_____ are important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.

When a conflict arises between a salesperson and an internal employee,personalizing the conflict makes it easier to resolve.

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

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

Which of the following is a major disadvantage associated with a combination compensation plan?

Few jobs require the boundary-spanning coordination and management skill needed to effectively perform a sales job.

Close relationships and support of customer or technical service representatives with a salesperson mean not only better customer service but faster and more direct information flow to the salesperson.

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Straight salary plans are typically used when:

A(n)_____ is incentive pay for overall performance in one or more areas.

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Salespeople only sell a company,its products,and its services to customers,and they need not sell their customers' needs to their companies.

In an extension of team selling,multilevel selling,members at various levels of a sales organization call on their counterparts in a buying organization.

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

Differentiate between a house account and a key account.

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow,is called a:

Field sales managers are responsible for evaluating the performance of their salespeople.

Discuss the role of a salesperson in the sales force of a company.

_____ are important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.

When a conflict arises between a salesperson and an internal employee,personalizing the conflict makes it easier to resolve.

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

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