Question 1

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

Accepted Answer

A house account is one handled by a sale

Question 2

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.

Accepted Answer

A) True 
 B)False

Question 3

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.

Accepted Answer

A) cumulative 
B) geographic 
C) statistical 
D) profit quota 
E) bottom-up 
A) cumulative 
B) geographic 
C) statistical 
D) profit quota 
E) bottom-up

Question 4

Which of the following is an appropriate strategy to use when the sales manager asks you (the salesperson) to slip a purchasing agent a couple of hundred dollars in order to get him to put in a good word with the buying center for your company's new line of packaging equipment?

Accepted Answer

A) Ignore the request. 
B) Appeal to a higher authority. 
C) Threaten to blow the whistle. 
D) Leave the organization. 
E) All of the above are appropriate strategies to use when handling unethical requests from managers. 
A) Ignore the request. 
B) Appeal to a higher authority. 
C) Threaten to blow the whistle. 
D) Leave the organization. 
E) All of the above are appropriate strategies to use when handling unethical requests from managers.

Question 5

Which of the following is an example of a field salesperson?

Accepted Answer

A) a retail clerk at a large department store 
B) a telemarketer 
C) the person who takes your order at a drive-through window 
D) the salesperson who sells at the customer's place of business 
E) all of the above 
A) a retail clerk at a large department store 
B) a telemarketer 
C) the person who takes your order at a drive-through window 
D) the salesperson who sells at the customer's place of business 
E) all of the above

Question 6

Which type of compensation plan provides the greatest flexibility for motivating and controlling the activities of salespeople?

Accepted Answer

combinatio

Question 7

When are straight salary compensation plans appropriate?

Accepted Answer

Straight salary plans are used when a te

Question 8

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?

Accepted Answer

In general all areas are important but s

Question 9

What is the easiest method to evaluate the performance of salespeople?

Accepted Answer

A) measure customer service levels 
B) measure product knowledge 
C) measure total sales 
D) determine how quickly management requests for information are answered 
E) measure how aware each stays of current relevant information about competition and business conditions 
A) measure customer service levels 
B) measure product knowledge 
C) measure total sales 
D) determine how quickly management requests for information are answered 
E) measure how aware each stays of current relevant information about competition and business conditions

Question 10

Large customers are sometimes called key accounts.

Accepted Answer

A) True 
 B)False

Question 11

What forecasting method is a company using that simply adds together each salesperson's own forecast to predict total company sales?

Accepted Answer

The answer of What forecasting method is a company using...

Question 12

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.

Accepted Answer

A) True 
 B)False

Question 13

Roger was distressed when he learned the company he was working for was making unethical use of competitive intelligence it had gained by bribing a competitor's employee. Then Roger was told to use the information in his sales presentation. What can Roger do?

Accepted Answer

A) Agree to the demand but fail to carry it out. 
B) Quit his job and find another. 
C) Threaten to blow the whistle to the competitor. 
D) Refuse to comply with the request. 
E) do any of the above 
A) Agree to the demand but fail to carry it out. 
B) Quit his job and find another. 
C) Threaten to blow the whistle to the competitor. 
D) Refuse to comply with the request. 
E) do any of the above

Question 14

Internal partnerships should be dedicated to satisfying customers' needs.

Accepted Answer

A) True 
 B)False

Question 15

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Accepted Answer

A) True 
 B)False

Question 16

Team selling:

Accepted Answer

A) uses an ABC analysis to determine how to allocate resources. 
B) has nothing in common with multilevel selling. 
C) uses a group of salespeople with various expertise to support a single account. 
D) assigns a telemarketer to each field salesperson. 
E) permits members at various levels of the sales organization to call on their counterparts in the buying organization. 
A) uses an ABC analysis to determine how to allocate resources. 
B) has nothing in common with multilevel selling. 
C) uses a group of salespeople with various expertise to support a single account. 
D) assigns a telemarketer to each field salesperson. 
E) permits members at various levels of the sales organization to call on their counterparts in the buying organization.

Question 17

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

Accepted Answer

A) forecast 
B) budget 
C) quota 
D) ration 
E) allowance 
A) forecast 
B) budget 
C) quota 
D) ration 
E) allowance

Question 18

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

Accepted Answer

A) a missionary salesperson. 
B) an inside/outside salesperson. 
C) a field support rep. 
D) an in-bound customer service rep. 
E) none of the above 
A) a missionary salesperson. 
B) an inside/outside salesperson. 
C) a field support rep. 
D) an in-bound customer service rep. 
E) none of the above

Question 19

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

Accepted Answer

A) product 
B) geographic 
C) national/local 
D) global 
E) inbound/outbound 
A) product 
B) geographic 
C) national/local 
D) global 
E) inbound/outbound

Question 20

Which of the following is good advice for a salesperson who is selling internally?

Accepted Answer

A) Make selling issues personal, not professional. 
B) Be prepared to negotiate. 
C) Ignore any personal needs of the internal customer. 
D) Never use any arguments to convince the internal customer he or she should support you even though the arguments may address the internal customer's needs. 
E) Appeal to an objective that can be classed as the lowest common denominator. 
A) Make selling issues personal, not professional. 
B) Be prepared to negotiate. 
C) Ignore any personal needs of the internal customer. 
D) Never use any arguments to convince the internal customer he or she should support you even though the arguments may address the internal customer's needs. 
E) Appeal to an objective that can be classed as the lowest common denominator.

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

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.

Which of the following is an appropriate strategy to use when the sales manager asks you (the salesperson) to slip a purchasing agent a couple of hundred dollars in order to get him to put in a good word with the buying center for your company's new line of packaging equipment?

Which of the following is an example of a field salesperson?

Which type of compensation plan provides the greatest flexibility for motivating and controlling the activities of salespeople?

When are straight salary compensation plans appropriate?

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?

What is the easiest method to evaluate the performance of salespeople?

Large customers are sometimes called key accounts.

What forecasting method is a company using that simply adds together each salesperson's own forecast to predict total company sales?

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.

Roger was distressed when he learned the company he was working for was making unethical use of competitive intelligence it had gained by bribing a competitor's employee. Then Roger was told to use the information in his sales presentation. What can Roger do?

Internal partnerships should be dedicated to satisfying customers' needs.

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Team selling:

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

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

Which of the following is good advice for a salesperson who is selling internally?

Selling and Sales-People

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strength-Ening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters

Exam 16: Managing Within Your Company

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

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.

Which of the following is an appropriate strategy to use when the sales manager asks you (the salesperson) to slip a purchasing agent a couple of hundred dollars in order to get him to put in a good word with the buying center for your company's new line of packaging equipment?

Which of the following is an example of a field salesperson?

Which type of compensation plan provides the greatest flexibility for motivating and controlling the activities of salespeople?

When are straight salary compensation plans appropriate?

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?

What is the easiest method to evaluate the performance of salespeople?

Large customers are sometimes called key accounts.

What forecasting method is a company using that simply adds together each salesperson's own forecast to predict total company sales?

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.

Roger was distressed when he learned the company he was working for was making unethical use of competitive intelligence it had gained by bribing a competitor's employee. Then Roger was told to use the information in his sales presentation. What can Roger do?

Internal partnerships should be dedicated to satisfying customers' needs.

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Team selling:

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

Troy is a telemarketer who works directly with Nadine, a field sales rep. Together they develop strategies for handling accounts and address customer concerns. Troy is an example of:

General Electric has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer products. This is an example of a(n) _____ sales force organizational approach.

Which of the following is good advice for a salesperson who is selling internally?

Selling and Sales-People

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strength-Ening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Your Career

Filters