Exam 16: Managing Within Your Company

Kristen wants her sales force to concentrate its efforts on selling the most profitable products and on selling to most profitable accounts.To achieve this target,she can institute profit quotas.

For field sales managers,the easiest method of evaluating performance is to determine the salesperson's product knowledge.

Which of the following is an example of an inside salesperson?

The field sales manager typically determines the types of salespeople needed in a sales force.

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

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.What kind of a policy is Marie's new company using?

When conflicts arise between a salesperson and an internal employee,personalizing the conflict will make it easier to resolve.

Which of the following is an example of an outbound salesperson?

Salespeople can help customer service by setting very high expectations for product performance with customers so that the customer service representatives receive extended service calls.

Rather than complain about poor marketing programs,proactive salespeople and sales managers prefer to participate in marketing decisions and keep communication lines open.

A commission plan is likely to be used when:

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

Lennie's sales manager expects him to make at least 5 calls per day and give at least 15 full presentations per week.These expectations best exemplify:

Ed works for Lanier Business Products as a sales representative.He receives a straight commission.In weeks when his earned commission is less than $600,the company loans him enough money against future commissions to allow him to receive $600.In future weeks,when Ed earns more than $600,the extra is used for repaying the previous loan.For Ed the guaranteed $600 is his:

How has technology facilitated the growth of sales teams?

Alcium Aluminum has one sales force for handling tubing and extruded products,another for handling cans and rolled products.This best exemplifies a sales force that is organized on the basis of _____.

Kelly receives a draw each week.This best exemplifies a straight salary.

Which of the following is an example of an inbound salesperson?

SPIN and active listening are just as important to understanding the needs of colleagues as they are to satisfying customer needs.

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