Exam 16: Managing Within Your Company

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.

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

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

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

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:

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

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

While servicing a copier at NevaFlat Tire headquarters, R.J. overhears the office manager telling another employee that the increased level of problems with the copying machine are probably due to the unexpected increase in work it's having to do, and that he has sent a request to the corporate finance committee for money to buy a heavy-duty model. What should R.J. do?

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?

In "Making the Most of Sales Technology" what is the major benefit of collaborative technology?

Marshall receives $175 per week plus 12 percent of the value of all sales revenues he makes over $850 per week. Sales revenue over $850 is an example of a:

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

A _____ resembles a commission, but the amount paid depends on total performance, not each individual sale.

_____ 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.

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.

Field support reps:

Who typically handles house accounts?

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

A group of experts from inside and outside the firm is employed by the Lion Ribbon Company to investigate allegations of improper behavior and act as a sounding board for employees. The term for a group like this is a(n):

Ryan receives an extra payment at the end of the quarter based on his sales performance. What type of compensation has he received?