Question 1

Which of the following is good advice for a salesperson who is selling internally?

Accepted Answer

A)  Make selling issues personal, not professional. 
B)  Be prepared to negotiate. 
C)  Ignore any personal needs of the internal customer. 
D)  Never use any arguments to convince the internal customer he or she should support you even though the arguments may address the internal customer's needs. 
E)  Appeal to an objective that can be classed as the lowest common denominator. 
A)  Make selling issues personal, not professional. 
B)  Be prepared to negotiate. 
C)  Ignore any personal needs of the internal customer. 
D)  Never use any arguments to convince the internal customer he or she should support you even though the arguments may address the internal customer's needs. 
E)  Appeal to an objective that can be classed as the lowest common denominator.

Question 2

When are straight salary compensation plans appropriate?

Accepted Answer

Straight salary plans are used when a te

Question 3

Chris receives $520 per week gross pay in his sales job at the Ford dealership. The amount never changes even though some weeks he sells 5 or more vehicles and in other weeks he may sell none. As long as he works his 40 hours, Chris gets his $520. Chris is paid:

Accepted Answer

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

Question 4

What Monica tells the buyers at Forsyth Company about the performance of her company's computerized lighting system could have a direct bearing on the amount of service work her company's technicians are called upon to do.

Accepted Answer

A) True 
 B)False

Question 5

What is the primary disadvantage inherent in the salary-plus commission plan?

Accepted Answer

The main disadvantag

Question 6

Straight commission is the preferred method of compensation when sales require long periods of negotiation involving several sales reps from the selling company.

Accepted Answer

A) True 
 B)False

Question 7

Straight salary plans are used when:

Accepted Answer

A)  the other elements of the promotion mix are of less important to the sale than the efforts of the salesperson 
B)  the sale is completely handled by one salesperson 
C)  the sale requires a long period of negotiation 
D)  the selling organization does not want to establish long-term selling relationships with buying companies 
E)  any of the above situations occur 
A)  the other elements of the promotion mix are of less important to the sale than the efforts of the salesperson 
B)  the sale is completely handled by one salesperson 
C)  the sale requires a long period of negotiation 
D)  the selling organization does not want to establish long-term selling relationships with buying companies 
E)  any of the above situations occur

Question 8

House accounts:

Accepted Answer

A)  are synonymous with key accounts 
B)  have no "true" salesperson 
C)  are typically not used by large retailers 
D)  provide salespeople with a percentage-of-sales commission 
E)  are handled by field salespeople 
A)  are synonymous with key accounts 
B)  have no "true" salesperson 
C)  are typically not used by large retailers 
D)  provide salespeople with a percentage-of-sales commission 
E)  are handled by field salespeople

Question 9

Which of the following is an example of an in-bound salesperson?

Accepted Answer

A)  Bettina makes cold calls for her field sales representative. 
B)  Marjorie is a telemarketer who sells aluminum siding. 
C)  Al telephones to see if the Yelverton family wants to renew its subscription to the Nashville Tennessean. 
D)  Burt receives a phone call from a customer of BellSouth who wants to know how to check to see if the phone line static comes from inside or outside her home. 
E)  Tracey waits at the office supply store for people to come in so she can tell them about what's on sale. 
A)  Bettina makes cold calls for her field sales representative. 
B)  Marjorie is a telemarketer who sells aluminum siding. 
C)  Al telephones to see if the Yelverton family wants to renew its subscription to the Nashville Tennessean. 
D)  Burt receives a phone call from a customer of BellSouth who wants to know how to check to see if the phone line static comes from inside or outside her home. 
E)  Tracey waits at the office supply store for people to come in so she can tell them about what's on sale.

Question 10

Management uses a combination plan when it wants to:

Accepted Answer

A)  motivate salespeople to increase revenues while continuing to perform nonselling activities 
B)  emphasize that its sales force needs to concentrate on getting new and commissionable sales 
C)  make sure the sales force can easily understand exactly how it is being financially rewarded 
D)  engage in transactional selling relationships 
E)  accomplish all of the above 
A)  motivate salespeople to increase revenues while continuing to perform nonselling activities 
B)  emphasize that its sales force needs to concentrate on getting new and commissionable sales 
C)  make sure the sales force can easily understand exactly how it is being financially rewarded 
D)  engage in transactional selling relationships 
E)  accomplish all of the above

Question 11

Alkara receives $200 per week plus 10 percent of the value of all sales she makes over $750 per week. The 10 percent of sales over $750 Alkara receives is an example of:

Accepted Answer

A)  a gratuity 
B)  a stipend 
C)  a contribution 
D)  incentive pay 
E)  a salary 
A)  a gratuity 
B)  a stipend 
C)  a contribution 
D)  incentive pay 
E)  a salary

Question 12

List three kinds of telemarketing salespeople.

Accepted Answer

account manager, fie

Question 13

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

Accepted Answer

A)  product 
B)  geographic 
C)  national/local 
D)  global 
E)  inbound/outbound 
A)  product 
B)  geographic 
C)  national/local 
D)  global 
E)  inbound/outbound

Question 14

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)  The only reliable sales forecasting source in many countries is from the existing sales force. 
C)  For international marketing forecasts, top-down sales forecasting is much more reliable than bottom-up forecasting. 
D)  Executive opinion is most often used in forecasting international sales and does not use any input from salespeople. 
E)  Computer simulations produce the most reliable sales forecasts for selling in international marketing. 
A)  The same forecasting techniques that work in the United States work around the world. 
B)  The only reliable sales forecasting source in many countries is from the existing sales force. 
C)  For international marketing forecasts, top-down sales forecasting is much more reliable than bottom-up forecasting. 
D)  Executive opinion is most often used in forecasting international sales and does not use any input from salespeople. 
E)  Computer simulations produce the most reliable sales forecasts for selling in international marketing.

Question 15

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

Accepted Answer

A)  a missionary salesperson 
B)  an inside/outside salesperson 
C)  a field support rep 
D)  an in-bound customer service rep 
E)  none of the above 
A)  a missionary salesperson 
B)  an inside/outside salesperson 
C)  a field support rep 
D)  an in-bound customer service rep 
E)  none of the above

Question 16

Jorge's sales manager has told him that he will be given a $100 bonus if he can reduce his expenses by 5 percent during the next quarter. Jorge sells promotional products like mugs and calendars to companies to give to customers as a part of reminder advertising. What potential effect does this bonus have on Jorge's sales for the quarter?

Accepted Answer

A)  It may reduce sales because he is reluctant to give out samples. 
B)  It may increase sales because customers respect his cost-saving techniques. 
C)  It may require Jorge to eliminate product demonstrations from his presentation. 
D)  It may increase his sales because customers will not get to handle samples during the presentation and will pay closer attention to the presentation. 
E)  There is no way to predict what will happen. 
A)  It may reduce sales because he is reluctant to give out samples. 
B)  It may increase sales because customers respect his cost-saving techniques. 
C)  It may require Jorge to eliminate product demonstrations from his presentation. 
D)  It may increase his sales because customers will not get to handle samples during the presentation and will pay closer attention to the presentation. 
E)  There is no way to predict what will happen.

Question 17

When do managers use combination plans?

Accepted Answer

Combination plans are used when manageme

Question 18

The major advantage of the straight commission compensation approach is it:

Accepted Answer

A)  provides reduced incentive 
B)  ties compensation directly to performance 
C)  encourages cooperation in preparing sales forecasts 
D)  promotes company loyalty 
E)  all of the above 
A)  provides reduced incentive 
B)  ties compensation directly to performance 
C)  encourages cooperation in preparing sales forecasts 
D)  promotes company loyalty 
E)  all of the above

Question 19

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is NOT a role played by the sales executive?

Accepted Answer

A)  manager at the top of the sales force hierarchy 
B)  determines the company strategies with respect to new products 
C)  determines the size and organization of the sales force 
D)  makes decisions about how the sale force will accomplish corporate executives 
E)  audits manufacturing production quotas 
A)  manager at the top of the sales force hierarchy 
B)  determines the company strategies with respect to new products 
C)  determines the size and organization of the sales force 
D)  makes decisions about how the sale force will accomplish corporate executives 
E)  audits manufacturing production quotas

Which of the following is good advice for a salesperson who is selling internally?

When are straight salary compensation plans appropriate?

Chris receives $520 per week gross pay in his sales job at the Ford dealership. The amount never changes even though some weeks he sells 5 or more vehicles and in other weeks he may sell none. As long as he works his 40 hours, Chris gets his $520. Chris is paid:

What Monica tells the buyers at Forsyth Company about the performance of her company's computerized lighting system could have a direct bearing on the amount of service work her company's technicians are called upon to do.

What is the primary disadvantage inherent in the salary-plus commission plan?

Straight commission is the preferred method of compensation when sales require long periods of negotiation involving several sales reps from the selling company.

Straight salary plans are used when:

House accounts:

Which of the following is an example of an in-bound salesperson?

Management uses a combination plan when it wants to:

Alkara receives $200 per week plus 10 percent of the value of all sales she makes over $750 per week. The 10 percent of sales over $750 Alkara receives is an example of:

List three kinds of telemarketing salespeople.

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

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

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

When do managers use combination plans?

The major advantage of the straight commission compensation approach is it:

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Which of the following is NOT a role played by the sales executive?

Selling and Salespeople

Building Partnering Relationships

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 Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters

Exam 16: Managing Within Your Company

Which of the following is good advice for a salesperson who is selling internally?

When are straight salary compensation plans appropriate?

Chris receives $520 per week gross pay in his sales job at the Ford dealership. The amount never changes even though some weeks he sells 5 or more vehicles and in other weeks he may sell none. As long as he works his 40 hours, Chris gets his $520. Chris is paid:

What Monica tells the buyers at Forsyth Company about the performance of her company's computerized lighting system could have a direct bearing on the amount of service work her company's technicians are called upon to do.

What is the primary disadvantage inherent in the salary-plus commission plan?

Straight commission is the preferred method of compensation when sales require long periods of negotiation involving several sales reps from the selling company.

Straight salary plans are used when:

House accounts:

Which of the following is an example of an in-bound salesperson?

Management uses a combination plan when it wants to:

Alkara receives $200 per week plus 10 percent of the value of all sales she makes over $750 per week. The 10 percent of sales over $750 Alkara receives is an example of:

List three kinds of telemarketing salespeople.

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

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

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

When do managers use combination plans?

The major advantage of the straight commission compensation approach is it:

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Which of the following is NOT a role played by the sales executive?

Selling and Salespeople

Building Partnering Relationships

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 Negotiation

After the Sale: Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters