Exam 16: Managing Within Your Company

Roger was distressed when he learned the company he was working for was making unethical use of competitive intelligence it had gained by bribing a competitor's employee. Then Roger was told to use the information in his sales presentation. What can Roger do?

What is another name for a national account manager (NAM)?

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

Salespeople have the right to expect fair treatment from their company. In which area do salespeople believe they are most likely to not be treated fairly by their company?

Oscar sells for Rubies Costume Company. When he presents his customer's position about Rubies's new credit terms to the company's comptroller, he is doing part of his job as a:

Gwendolyn's _____ calls for her to sell 50 store fixtures next quarter.

Marshall receives $175 per week plus 12 percent of the value of all sales revenues he makes over $850 per week. Sales revenue over $850 is an example of a:

A _____ resembles a commission, but the amount paid depends on total performance, not each individual sale.

It is the duty of salespeople to establish internal partnerships with warehouse and customer service employees.

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

When conflicts arise between a salesperson and an internal employee, personalizing the conflict will make it easier to resolve.

Which of the following is an example of a field salesperson?

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

Which type of compensation plan provides the greatest flexibility for motivating and controlling the activities of salespeople?

What is the difference between a bonus and a commission?

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

Drew believes his sales manager has instructed him to do something unethical, and after discussing the practice with the manager, the instructions still stand. Drew's company encourages him to take his concerns to upper management because it has a(n) _____ policy.

With the growth in worldwide communications capabilities, statistics like those used to forecast sales in the U.S. are now available in most of the world's nations.

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

What forecasting method is a company using that simply adds together each salesperson's own forecast to predict total company sales?