Question 1

If you are ever placed in a situation where you must act in a manner you consider unethical or lose your job, the text recommends you rationalize the action by placing the responsibility for your behavior where it belongs--on your sales manager.

Accepted Answer

A) True 
 B)False

Question 2

A draw would most likely be given a salesperson who is asked to work under a(n):

Accepted Answer

A) straight salary plan. 
B) bonus plan. 
C) incentive pay plan. 
D) straight commission plan. 
E) an artistic plan.

Question 3

A _____ is an incentive paid for overall performance in one or more areas of performance.

Accepted Answer

A) commission 
B) bonus 
C) salary 
D) gratuity 
E) quota

Question 4

When several individuals who work at various levels in a selling company call on their counterparts in a buying organization, _____ is being used.

Accepted Answer

A) crew selling 
B) group empowerment 
C) multilevel marketing 
D) team selling 
E) multilevel selling

Question 5

Taylor sells roller coasters, carousels, bumper cars and other similar rides found at amusement parks. His sales manager has told him that at a minimum, he must sell 6 water flume rides, 3 carousels, 2 coaster rides, and 10 kiddy rides this fiscal year. Taylor's sales manager has given him his sales:

Accepted Answer

A) disposals. 
B) quotas. 
C) forecasts. 
D) types of compensation. 
E) rations.

Question 6

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

Accepted Answer

A) combination 
B) bonus 
C) straight commission 
D) cause and effect 
E) focus

Question 7

The ___________ is ultimately responsible for how a salesperson's expense budget is spent.

Accepted Answer

A) field sales manager 
B) salesperson 
C) corporate accounting department 
D) corporate finance department 
E) executive with overall responsibility for the sales force

Question 8

While servicing a copier at NevaFlat Tire headquarters, R.J. overhears the office manager telling another employee that the increased level of problems with the copying machine are probably due to the unexpected increase in work it's having to do, and that he has sent a request to the corporate finance committee for money to buy a heavy-duty model. What should R.J. do?

Accepted Answer

A) Pass the information along to the copier sales rep who calls on NevaFlat. 
B) Ignore what the office manager said. 
C) Encourage the office manager to contact the company sales rep. 
D) Offer to make only a temporary repair on the copier since it will be replaced soon and could save NevaFlat some money. 
E) Not worry about how well the copier gets fixed since NevaFlat will probably be getting rid of it in a few weeks.

Question 9

You have been asked by your sales manager to deliver a cash payment to the buyer (bribe) for one of your major accounts. You are uncomfortable with doing this. What are your options?

Accepted Answer

The answer of You have been asked by your sales...

Question 10

In "Making the Most of Sales Technology" what is the major benefit of collaborative technology?

Accepted Answer

The answer of In "Making the Most of Sales Technology"...

Question 11

Marshall receives $175 per week plus 12 percent of the value of all sales revenues he makes over $850 per week. Sales revenue over $850 is an example of a:

Accepted Answer

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

Question 12

Mack's _____ for next year is to sell $525,000 worth of merchandise in his territory.

Accepted Answer

A) profit quota 
B) revenue quota 
C) gross margin quota 
D) unit quota 
E) compensation quota

Question 13

A _____ resembles a commission, but the amount paid depends on total performance, not each individual sale.

Accepted Answer

A) bonus 
B) draw 
C) markup 
D) salary 
E) combination plan

Question 14

_____ are general management techniques that allow subordinates to bypass immediate managers and take concerns to upper management when the subordinates perceive a lack of support from their immediate manager.

Accepted Answer

A) Line of command detours 
B) Open-door policies 
C) Circumvention strategies 
D) Supervisory detours 
E) Organizational review boards

Question 15

Kristen wants her sales force to concentrate its efforts on selling the most profitable accounts and products, to make this happen she could institute profit quotas.

Accepted Answer

A) True 
 B)False

Question 16

Field support reps:

Accepted Answer

A) are the same as customer service reps. 
B) are in-bound salespeople who handle customer concerns. 
C) handle only key accounts. 
D) do no telemarketing. 
E) are accurately described by none of the above

Question 17

Who typically handles house accounts?

Accepted Answer

The answer of Who typically handles house accounts?...

Question 18

Which of the following is an example of an in-bound salesperson?

Accepted Answer

A) Bettina makes cold calls for her field sales representative. 
B) Marjorie is a telemarketer who sells aluminum siding. 
C) Al telephones to see if the Yelverton family wants to renew its subscription to the Nashville Tennessean. 
D) Burt receives a phone call from a customer of BellSouth who wants to know how to check to see if the phone line static comes from inside or outside her home. 
E) Tracey waits at the office supply store for people to come in so she can tell them about what's on sale.

Question 19

A group of experts from inside and outside the firm is employed by the Lion Ribbon Company to investigate allegations of improper behavior and act as a sounding board for employees. The term for a group like this is a(n):

Accepted Answer

A) reconsideration panel. 
B) ethics review board. 
C) evaluation board. 
D) incentive panel. 
E) summary judgment panel.

Question 20

Ryan receives an extra payment at the end of the quarter based on his sales performance. What type of compensation has he received?

Accepted Answer

The answer of Ryan receives an extra payment at the...

Exam 16: Managing Within Your Company