Exam 16: Managing Within Your Company

Adam is a new sales rep for Harris Pillow Company, a manufacturer of pillows. In addition to his sales responsibilities, what areas of the company are likely to be important to him and how?

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

When several individuals who work at various levels in a selling company call on their counterparts in a buying organization, _____ is being used.

Lee, the sales rep for GE CT scan systems, is required to call on 4 hospitals per month. What type of quota does Lee have?

Compensation often relates to quotas.

The commission _____, which determines the amount a salesperson is paid, is expressed as a percentage of the base.

_____ are general management techniques that allow subordinates to bypass immediate managers and take concerns to upper management when the subordinates perceive a lack of support from their immediate manager.

When ordered to sell inferior training software to the U.S. government, an ethical salesperson should:

Taylor sells roller coasters, carousels, bumper cars and other similar rides found at amusement parks. His sales manager has told him that at a minimum, he must sell 6 water flume rides, 3 carousels, 2 coaster rides, and 10 kiddy rides this fiscal year. Taylor's sales manager has given him his sales:

National account managers (NAM):

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

A _____ is an incentive paid for overall performance in one or more areas of performance.

Field support reps:

Who typically handles house accounts?

A(n) _____ represents a quantitative minimum level of acceptable performance for a specific time period.

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

If you are ever placed in a situation where you must act in a manner you consider unethical or lose your job, the text recommends you rationalize the action by placing the responsibility for your behavior where it belongs--on your sales manager.

According to the text, the company's chief executive officer determines how many salespeople are needed to achieve the company's sales and customer satisfaction targets.

What is the difference between a house account and a key account?

Alcoa Aluminum has one sales force to handle tubing and extruded products, another handles cans and rolled products. This is an example of a(n) _____ sales force organizational approach.