Question 1

Which of the following statements is true of the responsibilities of a salesperson in matters related to expense budget?

Accepted Answer

A)  The salesperson does not have any control over whether expenditures are over or under budget. 
B)  Ultimately it is the salesperson's responsibility to manage the territorial budget. 
C)  Salespeople are primarily responsible for making the expense budget. 
D)  A salesperson cannot express an expense budget as a percentage of sales volume. 
E)  None of the above is true. 
A)  The salesperson does not have any control over whether expenditures are over or under budget. 
B)  Ultimately it is the salesperson's responsibility to manage the territorial budget. 
C)  Salespeople are primarily responsible for making the expense budget. 
D)  A salesperson cannot express an expense budget as a percentage of sales volume. 
E)  None of the above is true.

Question 2

An ethics review board:

Accepted Answer

A)  discourages subordinates from taking their ethical concerns to upper management of a company. 
B)  typically has no effect on the ethics of an organization. 
C)  should not be expected to have any lasting effect on behavioral norms within the company. 
D)  can investigate allegations of unethical behavior and serve as a sounding board for employees. 
E)  should be composed solely of outside experts who are in no way financially involved with the organization. 
A)  discourages subordinates from taking their ethical concerns to upper management of a company. 
B)  typically has no effect on the ethics of an organization. 
C)  should not be expected to have any lasting effect on behavioral norms within the company. 
D)  can investigate allegations of unethical behavior and serve as a sounding board for employees. 
E)  should be composed solely of outside experts who are in no way financially involved with the organization.

Question 3

Neva Tire Company has divided the state of Tennessee into three territories―East,Central,and West.Salespeople are based in Knoxville,Nashville,and Memphis to cover these three territories.Based on this information,it can be said that these salespeople are:

Accepted Answer

A)  temporary employees. 
B)  paid a straight commission. 
C)  paid a straight salary. 
D)  geographic salespeople. 
E)  product specialists. 
A)  temporary employees. 
B)  paid a straight commission. 
C)  paid a straight salary. 
D)  geographic salespeople. 
E)  product specialists.

Question 4

Augasta has been hired as the new sales executive for Harris Pillow Company.What are her responsibilities likely to include?

Accepted Answer

First,Augasta will have to determine the

Question 5

Few jobs require the boundary spanning coordination and management skill needed to effectively perform a sales job.

Accepted Answer

A) True 
 B)False

Question 6

Ethical behavior not only applies to how salespeople treat customers,but it also applies to how employers treat salespeople.

Accepted Answer

A) True 
 B)False

Question 7

Close relationships and support of customer or technical service representatives with the salesperson mean not only better customer service but faster and more direct information flow to a salesperson.

Accepted Answer

A) True 
 B)False

Question 8

How does a house account differ from other types of accounts?

Accepted Answer

A)  A house account is always unprofitable. 
B)  A house account is usually too small for attention by a salesperson. 
C)  No commission is paid on sales to the house account. 
D)  A house account is served by the firm's telemarketing center. 
E)  Commissions are split among all the salespeople who service the house account's various locations. 
A)  A house account is always unprofitable. 
B)  A house account is usually too small for attention by a salesperson. 
C)  No commission is paid on sales to the house account. 
D)  A house account is served by the firm's telemarketing center. 
E)  Commissions are split among all the salespeople who service the house account's various locations.

Question 9

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow is called a:

Accepted Answer

A)  quota. 
B)  salary. 
C)  draw. 
D)  bonus. 
E)  commission base. 
A)  quota. 
B)  salary. 
C)  draw. 
D)  bonus. 
E)  commission base.

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)  referral opening 
C)  multilevel marketing 
D)  team selling 
E)  customer orientation 
A)  crew selling 
B)  referral opening 
C)  multilevel marketing 
D)  team selling 
E)  customer orientation

Question 11

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer,and that he gets his commission for the orders?

Accepted Answer

A)  Marketing 
B)  Manufacturing 
C)  Administration 
D)  Shipping 
E)  Customers service 
A)  Marketing 
B)  Manufacturing 
C)  Administration 
D)  Shipping 
E)  Customers service

Question 12

A sales quota is the minimum sales revenue necessary for acceptable performance.

Accepted Answer

A) True 
 B)False

Question 13

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

Accepted Answer

A) True 
 B)False

Question 14

What are the seven principles of selling internally?

Accepted Answer

The seven principles of selling internal

Question 15

If a salesperson is placed in a situation where he or she must act unethically or lose the job,the best way out would be to rationalize an unethical action by placing the responsibility on the sales manager.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A)  data mining. 
B)  direct denial. 
C)  blowing the whistle. 
D)  cross-selling. 
E)  rejecting the open-door policy. 
A)  data mining. 
B)  direct denial. 
C)  blowing the whistle. 
D)  cross-selling. 
E)  rejecting the open-door policy.

Question 17

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Accepted Answer

Sales executives must develop a culture

Question 18

Taylor deals in roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least 6 water flume rides,3 carousels,2 coaster rides,and 10 kiddy rides this fiscal year.Taylor's manager has given him his:

Accepted Answer

A)  key accounts. 
B)  sales quotas. 
C)  revenue quotas. 
D)  sales commission rates. 
E)  commission bases. 
A)  key accounts. 
B)  sales quotas. 
C)  revenue quotas. 
D)  sales commission rates. 
E)  commission bases.

Question 19

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

Accepted Answer

A)  straight salary. 
B)  draw. 
C)  commission base. 
D)  commission rate. 
E)  bonus. 
A)  straight salary. 
B)  draw. 
C)  commission base. 
D)  commission rate. 
E)  bonus.

Question 20

List three kinds of outbound sales representatives.

Accepted Answer

Three kinds of outbound sales

Which of the following statements is true of the responsibilities of a salesperson in matters related to expense budget?

An ethics review board:

Neva Tire Company has divided the state of Tennessee into three territories―East,Central,and West.Salespeople are based in Knoxville,Nashville,and Memphis to cover these three territories.Based on this information,it can be said that these salespeople are:

Augasta has been hired as the new sales executive for Harris Pillow Company.What are her responsibilities likely to include?

Few jobs require the boundary spanning coordination and management skill needed to effectively perform a sales job.

Ethical behavior not only applies to how salespeople treat customers,but it also applies to how employers treat salespeople.

Close relationships and support of customer or technical service representatives with the salesperson mean not only better customer service but faster and more direct information flow to a salesperson.

How does a house account differ from other types of accounts?

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow is called a:

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

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer,and that he gets his commission for the orders?

A sales quota is the minimum sales revenue necessary for acceptable performance.

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

What are the seven principles of selling internally?

If a salesperson is placed in a situation where he or she must act unethically or lose the job,the best way out would be to rationalize an unethical action by placing the responsibility on the sales manager.

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Taylor deals in roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least 6 water flume rides,3 carousels,2 coaster rides,and 10 kiddy rides this fiscal year.Taylor's manager has given him his:

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

List three kinds of outbound sales representatives.

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

Which of the following statements is true of the responsibilities of a salesperson in matters related to expense budget?

An ethics review board:

Neva Tire Company has divided the state of Tennessee into three territories―East,Central,and West.Salespeople are based in Knoxville,Nashville,and Memphis to cover these three territories.Based on this information,it can be said that these salespeople are:

Augasta has been hired as the new sales executive for Harris Pillow Company.What are her responsibilities likely to include?

Few jobs require the boundary spanning coordination and management skill needed to effectively perform a sales job.

Ethical behavior not only applies to how salespeople treat customers,but it also applies to how employers treat salespeople.

Close relationships and support of customer or technical service representatives with the salesperson mean not only better customer service but faster and more direct information flow to a salesperson.

How does a house account differ from other types of accounts?

Money paid to a straight commission salesperson against future earnings,which guarantees a stable cash flow is called a:

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

Ed works as a salesperson in a garment manufacturing company.Which of the following departments in Ed's company is most directly responsible for seeing that the orders he gets from customers are properly entered into the company's computer,and that he gets his commission for the orders?

A sales quota is the minimum sales revenue necessary for acceptable performance.

Understanding the needs of the credit department and assisting it in collecting payments can better position a salesperson to help customers receive credit later.

What are the seven principles of selling internally?

If a salesperson is placed in a situation where he or she must act unethically or lose the job,the best way out would be to rationalize an unethical action by placing the responsibility on the sales manager.

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

Taylor deals in roller coasters,carousels,bumper cars,and other similar rides to amusement parks.His manager has told him that he must find buyers for at least 6 water flume rides,3 carousels,2 coaster rides,and 10 kiddy rides this fiscal year.Taylor's manager has given him his:

Arnold is a salesperson.His company's compensation plan involves paying him 14 percent of the total sales he makes per month.This 14 percent is known as the:

List three kinds of outbound sales representatives.

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