Exam 16: Managing Within Your Company

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

Differentiate between the terms "inbound" and "outbound" when referring to sales reps?

Which of the following corporate areas is important to salespeople?

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

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

Ryan receives an extra payment at the end of the quarter based on his sales performance.Which type of compensation does he receive?

Straight commission is the preferred method of compensation when sales require long periods of negotiation involving several sales reps from the selling company.

Marshall is compensated by his company under a straight commission plan.He receives 10 percent of the total sales revenue per week.In a particular week,the total sales revenue is $6,000.This amount is known as the:

The major advantage of the straight commission compensation approach is that it:

The ability to work with groups inside the company can directly affect a sales representative's pocketbook.

Drew believes his sales manager has instructed him to do something unethical,and discusses his concerns with the manager.However,even after discussing the matter with the manager,he was asked to carry out the original instructions.Drew's company encourages him to take his concerns straight to upper management because it has a(n)_____.

A salesperson who receives a fixed amount of money for working a specified time period is being compensated using the _____ method.

Marketing and sales should be highly coordinated because their functions are closely related.

Chris receives $520 per week gross pay in his sales job at the Lark dealership.This amount remains fixed and does not vary with the number of sales.As long as Chris works his 40 hours,he gets paid $520.Chris is paid:

What is another name for a national account manager (NAM)? What is their profile?

_____ 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.

In an extension of team selling,multilevel selling,members at various levels of the sales organization call on their counterparts in the buying organization.

A(n)_____ is incentive pay for overall performance in one or more areas.

The field sales manager is the manager at the top of the sales force hierarchy.

Explain team and multilevel selling.