Exam 16: Managing Within Your Company

Sales not only generates leads for salespeople but also supports marketing activities by sourcing products and preparing proposals.

Which of the following is the area with the most common employee concerns?

Troy is a telemarketer who works directly with Nadine,a sales rep who works on site.Together they develop strategies for handling accounts and addressing customer concerns.Troy is:

Define a geographic salesperson.

Sales acts as the eyes and ears of marketing,while marketing develops the promotions and products that salespeople sell.

The sales manager for Arunden Industries was told to cut costs.To do so,he decided to offer a bonus to salespeople who spend less than their expense account allocation.What are the possible disadvantages of using this tactic?

Marie has been hired to sell sound systems for arenas,stadiums,and other large venues.During her orientation,she was told that if her manager was doing something that seemed unethical to Marie or that simply made her uncomfortable,she could take her problem to the upper management.What kind of a policy is Marie's new company using?

Identify a true statement about customer service reps (CSRs).

What are the two types of incentives for a salesperson?

Salespeople should develop relationships with manufacturing so they can make accurate promises and guarantees to customers.

How has technology facilitated the growth of sales teams?

_____ is the amount of money paid to a salesperson at regular intervals regardless of his or her performance.

If a salesperson is placed in a situation where he or she must act unethically or lose an account,the best way out would be to rationalize the unethical action by placing responsibility on the sales manager.

Internal partnerships should be dedicated to satisfying customers' needs.

Who among the following exemplifies an inside salesperson?

Marketing and sales are poorly coordinated because their functions are not related to each other.

Which of the following salespersons best exemplifies a geographic salesperson?

Jill is newly appointed as a salesperson with Fleurs Perfumes.For every case of fragrance that Jill sells,she earns $10.Identify this extra payment that Jill receives for every case of fragrance.

Which of the following corporate areas is important to salespeople?

Large customers are called key accounts.