Exam 16: Managing Within Your Company

Jorge's sales manager has told him that he will be given a $100 bonus if he can reduce his expenses by 5 percent during the next quarter. Jorge sells promotional products like mugs and calendars to companies to give to customers as a part of reminder advertising. What potential effect does this bonus have on Jorge's sales for the quarter?

A telemarketer who is an account manager has the same responsibilities and duties as a field salesperson, except that all business is conducted over the phone.

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

What are the seven principles of selling internally?

What is the easiest method for evaluating sales performance?

In the opening profile what is the task Lillie Sanchez has seen most salespeople fail?

The two most common types of incentives given to salespeople are:

Of the different types of telemarketing salespeople, which type is classified as an in-bound salesperson?

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:

Ryan is part of a team that calls on their counterparts in a buying organization. He is part of a multilevel selling team.

Lee, the sales rep for GE CT scan systems, is required to call on 4 hospitals per month. What type of quota does Lee have?

The commission ___, which determines the amount a salesperson is paid, is expressed as a percentage of the base.

The portion of a sales rep's compensation that is based on his or her performance is called:

_____ are more important in situations where the sales cycle is long and sales are few because what a salesperson does can be observed more frequently than sales.

What does it mean to sell internally?

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?

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

With the growth in worldwide communications capabilities, statistics like those used to forecast sales in the U.S. are now available in most of the world's nations.

Chris receives $520 per week gross pay in his sales job at the Ford dealership. The amount never changes even though some weeks he sells 5 or more vehicles and in other weeks he may sell none. As long as he works his 40 hours, Chris gets his $520. Chris is paid:

An ethics review board: