Exam 16: Managing Within Your Company

Kristen wants her sales force to concentrate its efforts on selling the most profitable accounts and products, to make this happen she could institute profit quotas.

Which of the following statements about sales training is true?

Whether they are developing new accounts or maintaining existing ones, salespeople need the same skills.

Neal works for Integrated Computer Systems Distributors (ICSD) as a field salesperson. In his territory, he only calls on attorney's offices and physician's 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 sounds like Neal is part of a sales force that is organized according to:

A company that sets minimum level of things salespeople must do is using:

What is the term used to describe a selling team when various levels of a sales organization call on their counterparts in the buying organization?

Straight salary plans are typically used when:

Team selling:

Lennie's sales manager expects him to make at least 5 calls per day and give at least 15 full presentations per week. These expectations are examples of:

When Zoe sells a case of Just Cut Christmas Tree Fragrance to one of her dealers, she receives a _____ of $5.

Mack's _____ for next year is to sell $525,000 worth of merchandise in his territory.

When a company uses a group of salespeople to support a single account, it is employing the _____ approach.

The ___________ is ultimately responsible for how a salesperson's expense budget is spent.

_____ are more 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.

The portion of a sales rep's compensation that is based on his or her performance is called:

A telemarketer who is an account manager has the same responsibilities and duties as a field salesperson, except that all business is conducted over the phone.

You have been asked by your sales manager to deliver a cash payment to the buyer (bribe) for one of your major accounts. You are uncomfortable with doing this. What are your options?

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

What does it mean to sell internally?

Which of the following departments of 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 paid his commission for them?