Question 1

Which of the following statements about forecasting in global markets is true?

Accepted Answer

A) The same forecasting techniques that work in the United States work around the world. 
B) The only reliable sales forecasting source in many countries is from the existing sales force. 
C) For international marketing forecasts, top-down sales forecasting is much more reliable than bottom-up forecasting. 
D) Executive opinion is most often used in forecasting international sales and does not use any input from salespeople. 
E) Computer simulations produce the most reliable sales forecasts for selling in international marketing. 
A) The same forecasting techniques that work in the United States work around the world. 
B) The only reliable sales forecasting source in many countries is from the existing sales force. 
C) For international marketing forecasts, top-down sales forecasting is much more reliable than bottom-up forecasting. 
D) Executive opinion is most often used in forecasting international sales and does not use any input from salespeople. 
E) Computer simulations produce the most reliable sales forecasts for selling in international marketing.

Question 2

Candace was distressed to discover her company had paid several bribes to get a major contract. When she voiced her concerns to management, she was told to keep her mouth shut if she wanted to keep her job. After several other attempts to get the unethical practices stopped, Candace gave the evidence she had of the corporation paying bribes to a local television station. Candace is a:

Accepted Answer

A) whispering willow. 
B) barrister. 
C) whistle blower. 
D) mouthpiece. 
E) chatterbox. 
A) whispering willow. 
B) barrister. 
C) whistle blower. 
D) mouthpiece. 
E) chatterbox.

Question 3

How has technology facilitated the growth of sales teams?

Accepted Answer

Technology provides quick communication

Question 4

A company that sets minimum level of things salespeople must do is using:

Accepted Answer

A) activity quotas. 
B) revenue quotas. 
C) gross margin quotas. 
D) unit quotas. 
E) compensation quotas. 
A) activity quotas. 
B) revenue quotas. 
C) gross margin quotas. 
D) unit quotas. 
E) compensation quotas.

Question 5

Customer service reps:

Accepted Answer

A) are outside salespeople who are not concerned with setting up long-term relationships with their customers. 
B) often cross-sell, upgrade, and seek reorders. 
C) are salespeople who actually do the sales presentations for key account buyers. 
D) are in-bound salespeople who handle customer concerns. 
E) are telemarketers who work with field salespeople. 
A) are outside salespeople who are not concerned with setting up long-term relationships with their customers. 
B) often cross-sell, upgrade, and seek reorders. 
C) are salespeople who actually do the sales presentations for key account buyers. 
D) are in-bound salespeople who handle customer concerns. 
E) are telemarketers who work with field salespeople.

Question 6

House accounts:

Accepted Answer

A) are synonymous with key accounts. 
B) have no "true" salesperson. 
C) are typically not used by large retailers. 
D) provide salespeople with a percentage-of-sales commission. 
E) are handled by field salespeople. 
A) are synonymous with key accounts. 
B) have no "true" salesperson. 
C) are typically not used by large retailers. 
D) provide salespeople with a percentage-of-sales commission. 
E) are handled by field salespeople.

Question 7

Straight salary plans are typically used when:

Accepted Answer

A) advertising is more important to the sale than the efforts of the salesperson. 
B) a team of salespeople is involved in the sale. 
C) the sale requires a long period of negotiation. 
D) individual results of sales team members cannot be measured. 
E) any of the above situations occur. 
A) advertising is more important to the sale than the efforts of the salesperson. 
B) a team of salespeople is involved in the sale. 
C) the sale requires a long period of negotiation. 
D) individual results of sales team members cannot be measured. 
E) any of the above situations occur.

Question 8

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

Accepted Answer

A) True 
 B)False

Question 9

When companies organize their customers based on size, large accounts are often called:

Accepted Answer

A) pinnacle accounts. 
B) key accounts. 
C) pivot accounts. 
D) stars. 
E) apex account. 
A) pinnacle accounts. 
B) key accounts. 
C) pivot accounts. 
D) stars. 
E) apex account.

Question 10

When a company uses a group of salespeople to support a single account, it is employing the _____ approach.

Accepted Answer

A) crew selling 
B) group empowerment 
C) multilevel marketing 
D) team selling 
E) party plan selling 
A) crew selling 
B) group empowerment 
C) multilevel marketing 
D) team selling 
E) party plan selling

Question 11

______ is an extension of team selling in which members at various levels of the sales organization call on their counterparts in the buying organization.

Accepted Answer

A) Network selling 
B) Multilevel marketing 
C) Hierarchical selling 
D) Organizational structure selling 
E) Multilevel selling 
A) Network selling 
B) Multilevel marketing 
C) Hierarchical selling 
D) Organizational structure selling 
E) Multilevel selling

Question 12

What is the difference between a bonus and a commission?

Accepted Answer

Under a bonus plan, salespeople receive

Question 13

Which of the following is NOT a role played by the sales executive?

Accepted Answer

A) manager at the top of the sales force hierarchy 
B) determines the company strategies with respect to new products 
C) determines the size and organization of the sales force 
D) makes decisions about how the sale force will accomplish corporate executives 
E) audits manufacturing production quotas 
A) manager at the top of the sales force hierarchy 
B) determines the company strategies with respect to new products 
C) determines the size and organization of the sales force 
D) makes decisions about how the sale force will accomplish corporate executives 
E) audits manufacturing production quotas

Question 14

To keep salaries paid to salespeople from becoming so high that they become demoralizing to company executives, some companies place upper limits on how much a sales rep can earn. This limit is called a:

Accepted Answer

A) buttress. 
B) foundation. 
C) base. 
D) cap. 
E) ground rule. 
A) buttress. 
B) foundation. 
C) base. 
D) cap. 
E) ground rule.

Question 15

When ordered to sell inferior training software to the U.S. government, an ethical salesperson should:

Accepted Answer

A) do as his supervisor instructs him. 
B) rationalize away the behavior by placing responsibility on the manager who gave the order. 
C) try to fix the problem himself/herself. 
D) refuse to comply with the request. 
E) do all or any of the above because he or she is an ethical salesperson. 
A) do as his supervisor instructs him. 
B) rationalize away the behavior by placing responsibility on the manager who gave the order. 
C) try to fix the problem himself/herself. 
D) refuse to comply with the request. 
E) do all or any of the above because he or she is an ethical salesperson.

Question 16

Which of the following statements about sales training is true?

Accepted Answer

A) Most experienced salespeople train others rather than need any training themselves. 
B) Most sales managers plan their sales training sessions for experienced sales reps using the model training guide published yearly in the August issue of Sales and Marketing Management. 
C) Experienced salespeople find it easy to adapt new techniques they learn in training sessions. 
D) A field sales manager is rarely assigned to train a new salesperson. 
E) Experienced salespeople often view training sessions as wasting time they could be in the field selling. 
A) Most experienced salespeople train others rather than need any training themselves. 
B) Most sales managers plan their sales training sessions for experienced sales reps using the model training guide published yearly in the August issue of Sales and Marketing Management. 
C) Experienced salespeople find it easy to adapt new techniques they learn in training sessions. 
D) A field sales manager is rarely assigned to train a new salesperson. 
E) Experienced salespeople often view training sessions as wasting time they could be in the field selling.

Question 17

Marie has been hired to sell sound systems for arenas, stadiums, and other large venues. During her orientation, she was told that if her manager was doing something that seemed unethical to Marie or simply made her uncomfortable, she could take her problem to upper management and expect them to listen to her concerns. What kind of a policy is Marie's new company using in this example?

Accepted Answer

The answer of Marie has been hired to sell sound...

Question 18

Arunden Garden Supply Company is offering a bonus to the members of its sales force who call on retail outlets for the firm's gardening supplies if they spend less on expenses than is budgeted for them. This decision by the Arunden sales executive in charge may hurt sales performance.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements about building internal partnerships is FALSE?

Accepted Answer

A) How well other employees of a firm assist one of the firm's salespeople may be a function of the relationship the salesperson has previously established with those people. 
B) It is the duty of warehouse and customer service employees to establish internal partnerships with salespeople. 
C) A salesperson may effectively employ the SPIN technique within his or her own company. 
D) Successful internal sellers can communicate their customers' sense of urgency to internal employees by relating it to the needs of the internal employee. 
E) Personalizing conflict between a salesperson and an internal employee will make it more difficult to resolve. 
A) How well other employees of a firm assist one of the firm's salespeople may be a function of the relationship the salesperson has previously established with those people. 
B) It is the duty of warehouse and customer service employees to establish internal partnerships with salespeople. 
C) A salesperson may effectively employ the SPIN technique within his or her own company. 
D) Successful internal sellers can communicate their customers' sense of urgency to internal employees by relating it to the needs of the internal employee. 
E) Personalizing conflict between a salesperson and an internal employee will make it more difficult to resolve.

Question 20

When do managers use combination plans?

Accepted Answer

Combination plans are used when manageme

Which of the following statements about forecasting in global markets is true?

How has technology facilitated the growth of sales teams?

A company that sets minimum level of things salespeople must do is using:

Customer service reps:

House accounts:

Straight salary plans are typically used when:

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

When companies organize their customers based on size, large accounts are often called:

When a company uses a group of salespeople to support a single account, it is employing the _____ approach.

______ is an extension of team selling in which members at various levels of the sales organization call on their counterparts in the buying organization.

What is the difference between a bonus and a commission?

Which of the following is NOT a role played by the sales executive?

To keep salaries paid to salespeople from becoming so high that they become demoralizing to company executives, some companies place upper limits on how much a sales rep can earn. This limit is called a:

When ordered to sell inferior training software to the U.S. government, an ethical salesperson should:

Which of the following statements about sales training is true?

Arunden Garden Supply Company is offering a bonus to the members of its sales force who call on retail outlets for the firm's gardening supplies if they spend less on expenses than is budgeted for them. This decision by the Arunden sales executive in charge may hurt sales performance.

Which of the following statements about building internal partnerships is FALSE?

When do managers use combination plans?

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

Which of the following statements about forecasting in global markets is true?

How has technology facilitated the growth of sales teams?

A company that sets minimum level of things salespeople must do is using:

Customer service reps:

House accounts:

Straight salary plans are typically used when:

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

When companies organize their customers based on size, large accounts are often called:

When a company uses a group of salespeople to support a single account, it is employing the _____ approach.

______ is an extension of team selling in which members at various levels of the sales organization call on their counterparts in the buying organization.

What is the difference between a bonus and a commission?

Which of the following is NOT a role played by the sales executive?

To keep salaries paid to salespeople from becoming so high that they become demoralizing to company executives, some companies place upper limits on how much a sales rep can earn. This limit is called a:

When ordered to sell inferior training software to the U.S. government, an ethical salesperson should:

Which of the following statements about sales training is true?

Arunden Garden Supply Company is offering a bonus to the members of its sales force who call on retail outlets for the firm's gardening supplies if they spend less on expenses than is budgeted for them. This decision by the Arunden sales executive in charge may hurt sales performance.

Which of the following statements about building internal partnerships is FALSE?

When do managers use combination plans?

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