Question 1

Elaborate on the process of selling internally?

Accepted Answer

Selling internally refers to establishing the same types of partnerships with the personnel within an organization as salespeople have with their customers.To service customers well,salespeople must often rely on personnel in other areas of the firm to do their respective jobs properly.But how well those other employees assist salespeople may be a function of the relationship the salesperson has already established with them.That relationship should be a partnership,just like the one the salesperson wants to establish with appropriate customers.To establish the appropriate partnership,the salesperson must invest time in understanding the customer's needs and then work to satisfy those needs.

Question 2

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Accepted Answer

A) True 
 B)False  True

Question 3

Another name for a salary-plus-commission plan is:

Accepted Answer

A)  compound plan. 
B)  activity quota plan. 
C)  straight salary plan. 
D)  combination plan. 
E)  straight commission plan. 
A)  compound plan. 
B)  activity quota plan. 
C)  straight salary plan. 
D)  combination plan. 
E)  straight commission plan. D

Question 4

Internal partnerships should be dedicated to satisfying customers' needs.

Accepted Answer

A) True 
 B)False

Question 5

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

Accepted Answer

Salespeople may find themselves facing a

Question 6

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

Accepted Answer

A)  fixed pay 
B)  bonus 
C)  straight commission 
D)  straight salary 
E)  quota 
A)  fixed pay 
B)  bonus 
C)  straight commission 
D)  straight salary 
E)  quota

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

When are straight salary compensation plans appropriate?

Accepted Answer

Straight salary plans are used when sale

Question 9

The sales manager for Arunden Industries has been told to cut costs.So,he decided to offer a bonus to salespeople who spend less than his or her expense account allocation.What are the possible disadvantages of using this tactic?

Accepted Answer

Such a bonus may encourage the salespers

Question 10

Both marketing and sales are concerned with providing the right product to the customer in the most efficient and effective manner.

Accepted Answer

A) True 
 B)False

Question 11

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 can be concluded that Neal is part of a sales force that is organized according to:

Accepted Answer

A)  account types. 
B)  sales volume. 
C)  geographic regions. 
D)  activity quota. 
E)  performance based criteria. 
A)  account types. 
B)  sales volume. 
C)  geographic regions. 
D)  activity quota. 
E)  performance based criteria.

Question 12

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

Accepted Answer

A)  draw. 
B)  bonus. 
C)  base. 
D)  cap. 
E)  ground rule. 
A)  draw. 
B)  bonus. 
C)  base. 
D)  cap. 
E)  ground rule.

Question 13

Large customers are called key accounts.

Accepted Answer

A) True 
 B)False

Question 14

Who typically handles house accounts?

Accepted Answer

A house account is handled by

Question 15

Which of the following is a primary role of salespeople in an organization?

Accepted Answer

A)  Drafting an expense budget 
B)  Determining the mission statement of the company 
C)  Correctly designing administrative organizational structure 
D)  Initiating succession planning in an organization 
E)  Carrying the customer's voice across the organization 
A)  Drafting an expense budget 
B)  Determining the mission statement of the company 
C)  Correctly designing administrative organizational structure 
D)  Initiating succession planning in an organization 
E)  Carrying the customer's voice across the organization

Question 16

The administration department of a company acts as the eyes and ears of marketing.

Accepted Answer

A) True 
 B)False

Question 17

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week she earns $750.The 10 percent of the total revenue of $750 best exemplifies:

Accepted Answer

A)  a gratuity. 
B)  a stipend. 
C)  a fixed pay. 
D)  incentive pay. 
E)  a salary. 
A)  a gratuity. 
B)  a stipend. 
C)  a fixed pay. 
D)  incentive pay. 
E)  a salary.

Question 18

House accounts:

Accepted Answer

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

Question 19

Salespeople typically report directly to the sales executive.

Accepted Answer

A) True 
 B)False

Question 20

For every case of fragrance that Jill sells,she earns $10.This amount is her _____.

Accepted Answer

A)  commission 
B)  sales quota 
C)  salary 
D)  gratuity 
E)  activity quota 
A)  commission 
B)  sales quota 
C)  salary 
D)  gratuity 
E)  activity quota

Elaborate on the process of selling internally?

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Another name for a salary-plus-commission plan is:

Internal partnerships should be dedicated to satisfying customers' needs.

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

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

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

When are straight salary compensation plans appropriate?

The sales manager for Arunden Industries has been told to cut costs.So,he decided to offer a bonus to salespeople who spend less than his or her expense account allocation.What are the possible disadvantages of using this tactic?

Both marketing and sales are concerned with providing the right product to the customer in the most efficient and effective manner.

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

Large customers are called key accounts.

Who typically handles house accounts?

Which of the following is a primary role of salespeople in an organization?

The administration department of a company acts as the eyes and ears of marketing.

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week she earns $750.The 10 percent of the total revenue of $750 best exemplifies:

House accounts:

Salespeople typically report directly to the sales executive.

For every case of fragrance that Jill sells,she earns $10.This amount is her _____.

Selling and Salespeople

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

Strengthening 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

Elaborate on the process of selling internally?

When selling internally,salespeople should use arguments that adequately address the internal customer's needs.

Another name for a salary-plus-commission plan is:

Internal partnerships should be dedicated to satisfying customers' needs.

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

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

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

When are straight salary compensation plans appropriate?

The sales manager for Arunden Industries has been told to cut costs.So,he decided to offer a bonus to salespeople who spend less than his or her expense account allocation.What are the possible disadvantages of using this tactic?

Both marketing and sales are concerned with providing the right product to the customer in the most efficient and effective manner.

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

Large customers are called key accounts.

Who typically handles house accounts?

Which of the following is a primary role of salespeople in an organization?

The administration department of a company acts as the eyes and ears of marketing.

Alkara receives $200 per week plus 10 percent of the value of all the sales she makes.In a particular week she earns $750.The 10 percent of the total revenue of $750 best exemplifies:

House accounts:

Salespeople typically report directly to the sales executive.

For every case of fragrance that Jill sells,she earns $10.This amount is her _____.

Selling and Salespeople

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

Strengthening 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