Exam 16: Managing Within Your Company

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

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:

How does a house account differ from other types of accounts?

In the opening profile about Lillie Sanchez of Phoenix International freight forwarder and customs broker company what information about her customers does she share with the departments in her company?

Compensation often relates to quotas.

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

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:

When Wallace earned a commission that was greater than the salary of his company's senior vice-president, he was pleased with his accomplishments. He was not so happy when the company told him that it had a _____ and that he would receive only $50,000 in commissions about 40 percent less than he had earned.

Most sales positions require boundary-spanning coordination and management skill. Which of the following corporate areas is important to salespeople?

Money paid to a straight commission salesperson against future earnings, which guarantees a stable cash flow is called a(n):

Salespeople have the right to expect fair treatment from their company. In which area do salespeople believe they are most likely to not be treated fairly by their company?

A salesperson who receives a fixed amount of money for working a specified time period is being compensated using the _____ method.

Arnold receives $300 per week plus 14 percent of the value of all sales he makes over $650 per week. Fourteen percent is an example of a:

Gwendolyn's _____ calls for her to sell 50 store fixtures next quarter.

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

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.

In "Selling in my Company" how did Speed-Trap assist the marketing manager in selling their software to the leadership team?

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

List three kinds of telemarketing salespeople.

Which of the following is an example of an inside salesperson?