Exam 16: Managing Within Your Company

Which of the following describes the major disadvantage associated with a combination compensation plan?

What is the easiest method for evaluating sales performance?

When companies organize their customers based on size, large accounts are often called:

Ed works for Lanier Business Products as a straight commission sales representative. In weeks when his earned commission is less than $600, the company loans him enough money against future commissions to allow him to receive $600. In future weeks, when Ed earns more than $600, the extra is applied to repaying the loan. For Ed a guaranteed $600 is his:

______ is an extension of team selling in which members at various levels of the sales organization call on their counterparts in the buying organization.

A _____ plan pays a certain amount per sale, and the plan includes a base and a rate but does not include a salary.

Norma will receive an incentive payment of $150 if she adds 5 new customers to her account list this month. The $150 payment is an example of a:

Candace was distressed to discover her company had paid several bribes to get a major contract. When she voiced her concerns to management, she was told to keep her mouth shut if she wanted to keep her job. After several other attempts to get the unethical practices stopped, Candace gave the evidence she had of the corporation paying bribes to a local television station. Candace is a:

Oscar works for Putnam Company, a manufacturer of automated Christmas tree decorations. When he presents his customer's position about Putnam's new credit terms to the corporate comptroller he is doing part of his job as a sales representative.

Internal partnerships should be dedicated to satisfying customers' needs.

House account are handled by a sales or marketing executive in addition to their regular duties.

The sales manager for Arunden Industries has been told to cut costs. So, he decided to offer a bonus to salespeople who spend less than his or her expense account allocation. What is wrong with this tactic?

NevaFlat Tire Company has divided the state of Tennessee into three territories--east, middle, and west. Salespeople are based in Knoxville, Nashville and Memphis to work these three territories. Based on this information, you can say with certainty these salespeople are:

Another name for a salary-plus-commission plan is the:

Salespeople want a compensation system that is all of the following EXCEPT:

An amount of money paid to a salesperson at regular intervals regardless of his or her performance is called their:

Velma was in a hurry to see her sales manager, so she parked her car in front of her company's loading dock and ran inside, ignoring the dock foreman's request to please move the car. In the long run her action may end up costing her money.

A draw would most likely be given a salesperson who is asked to work under a(n):

Katherine is developing a forecast for next year's sales of organic fertilizer by her company to the nation's retail gardening nurseries. She is assembling the sales estimates for her company's products by adding together the territory estimates provided by her salespeople. She is using _____ forecasting.

As a new salesperson, Marc will be working on commission. Even though he has yet to make his first sales call, he has already been paid $300. How would you categorize this $300 payment?