Exam 16: Managing Within Your Company

Bottom-up forecasting provides the advantage of:

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.

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:

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

You are hired as the new sales executive for Harris Pillow Company. What do you expect your responsibilities to include?

Management uses a combination plan when it wants to:

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:

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

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:

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

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

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

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

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.

As Lillie Sanchez says in the opening profile "In sales you punch a time card and are given a to-do list daily that could consume 24 hours of your day."

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:

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?

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

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?

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?