Exam 16: Managing Within Your Company

When Wallace earned a commission that was greater than the salary of his company's senior vice-president,he was pleased with his accomplishments.He was not so happy when the company told him that it had a _____ and that he would receive only $50,000 in commissions,about 40 percent less than what he had earned.

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

Which of the following is the area with the most employee concerns?

Management uses a combination plan typically when it wants to:

Which of the following best describes customer service reps?

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?

Salespeople should develop relationships with manufacturing so they can make accurate promises and guarantees to customers.

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

Straight salary plans are typically used when:

What is the easiest method to evaluate the performance of salespeople?

Mack is a salesperson.His _____ for next year is to sell $525,000 worth of merchandise in his territory.

Adam is a new sales representative for Harris Pillow Company,a manufacturer of pillows.In addition to his sales responsibilities,what areas of the company are likely to be important to him and how?

Katherine is developing a forecast for next year's sales of organic fertilizer by her company to the nation's retail gardening nurseries.She is assembling the sales estimates for her company's products by adding together the territory estimates provided by her salespeople.She is engaging in _____ forecasting.

Which of the following is a major disadvantage associated with a combination compensation plan?

House accounts are handled by field sales managers in addition to their regular duties.

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

_____ is the amount of money paid to a salesperson at regular intervals regardless of his or her performance.

What is the difference between a bonus and a commission?

GEC Inc.has one sales force that sells electric transformers and similar equipment to electric utility companies and another sales force for its line of consumer goods.These salespeople best exemplify:

The functions of order entry,billing,credit,and employee compensation require each company to have a customer service department.