Question 1

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?

Accepted Answer

The company is using an open-door policy...

Question 2

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.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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 _____.

Accepted Answer

A)   activity quota
B)   sales quota
C)   customer types
D)   geographic location
E)   product specializationF) A) and B)
G) B) and E)

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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:

Accepted Answer

A)   sales quota.
B)   activity quota.
C)   draw.
D)   bonus.
E)   straight salary.F) None of the above
G) D) and E)

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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?

Accepted Answer

Lee has an activity quota.Acti...

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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:

Accepted Answer

A)   activity quotas.
B)   revenue quotas.
C)   gross margin quotas.
D)   sales commission rate.
E)   sales quotas.F) D) and E)
G) None of the above

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A)   activity quota
B)   straight salary
C)   bonus point
D)   straight commission
E)   commission rateF) A) and B)
G) A) and C)

Question 13

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

Accepted Answer

A)   Bettina makes cold calls for her field sales representative.
B)   Marjorie is a telemarketer who sells aluminum siding to key accounts.
C)   Al calls to see if the Yelverton family wants to renew its subscription to the "Nashville Tennessean."
D)   Burt receives a phone call from a customer in BellSouth who wants to check the availability of a particular watch.
E)   Tracey sits at the customer service section and provides product information to her clients.F) A) and C)
G) C) and E)

Question 14

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

Accepted Answer

A)   A salesperson who calls on farmers' cooperative groups
B)   A distributor who visits a customer's home to sell cosmetics
C)   A retail clerk at a local hardware store
D)   A pharmaceutical salesperson who regularly calls on physicians
E)   A salesperson who trains a customer's employees on how to use the new copier he just sold themF) A) and B)
G) C) and E)

Question 15

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

Accepted Answer

A house account is one handled by a sale...

Question 16

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

Accepted Answer

A)   LaVerne responds to a customer who called with a billing complaint.
B)   Anet uses her telephone to solicit new business from a list of prospects.
C)   Orlando calls a company's toll-free number to complain about his malfunctioning lawnmower.
D)   Millie, as the CEO of her company, handles two house accounts.
E)   Morris takes a telephone order for a medium pizza.F) B) and E)
G) B) and D)

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

A commission plan is likely to be used when:

Accepted Answer

A)   the sales force includes many part-timers.
B)   the earnings of part-time salespeople are required to be tied to their performance.
C)   a company does not emphasize on service to customers.
D)   a company does not anticipate long-term customer relationships.
E)   any of the above situations arises.F) A) and E)
G) B) and C)

Question 19

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.

Accepted Answer

A) True 
 B)False

Question 20

How has technology facilitated the growth of sales teams?

Accepted Answer

Technology has played a key role in prom...

Exam 16: Managing Within Your Company

Correct Answer
verified

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

Correct Answer
verified
A house account is one handled by a sale...
View Answer

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:

Correct Answer
verified

Correct Answer
verified
The company is using an open-door policy...
View Answer

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?

Correct Answer
verified
Lee has an activity quota.Acti...
View Answer

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

Correct Answer
verified

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

Correct Answer
verified

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.

Correct Answer
verified

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 _____.

Correct Answer
verified

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

Correct Answer
verified

A commission plan is likely to be used when:

Correct Answer
verified

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

Correct Answer
verified

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.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

How has technology facilitated the growth of sales teams?

Correct Answer
verified
Technology has played a key role in prom...
View Answer

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

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Exam 16: Managing Within Your Company

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedA house account is one handled by a sale...View AnswerShow Answer

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:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedThe company is using an open-door policy...View AnswerShow Answer

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?

Correct AnswerverifiedLee has an activity quota.Acti...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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 _____.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A commission plan is likely to be used when:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

How has technology facilitated the growth of sales teams?

Correct AnswerverifiedTechnology has played a key role in prom...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
A house account is one handled by a sale...
View Answer

Correct Answer
verified

Correct Answer
verified
The company is using an open-door policy...
View Answer

Correct Answer
verified
Lee has an activity quota.Acti...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Technology has played a key role in prom...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified