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80.
_____ is an extension of team selling in which members at various levels of a sales
organization call on their counterparts in a buying organization.
Short Answer Questions
81.
Lee, the sales rep for GE CT scanners, is required to call on four hospitals per month.
Which type of quota does Lee have?
82.
Ryan, a salesperson, received an extra amount at the end of last quarter based on his
sales performance. He also excelled in customer satisfaction as he could resolve most of
the customer complaints. Identify the type of incentive that Ryan has received.
83.
What are the two types of incentives for a salesperson?
84.
When are straight salary compensation plans appropriate?
85.
As a new salesperson, Marc is working on commission. Even though he has yet to make
his first sales call, he has already been paid $300. How would you categorize the $300
payment?
86.
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 that simply made her uncomfortable, she could take her problem to
the upper management. What kind of a policy is Marie's new company using?
87.
Define a geographic salesperson.
88.
Who typically handles house accounts?
89.
Differentiate between the terms "inbound" and "outbound" when referring to sales
representatives.
90.
List three kinds of outbound sales representatives.
Essay Questions
91.
Discuss the role of a salesperson in the sales force of a company.
92.
What are the seven principles of selling internally?
93.
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?
94.
The sales manager for Arunden Industries was told to cut costs. To do so, he decided to
offer a bonus to salespeople who spend less than their expense account allocation. What
are the possible disadvantages of using this tactic?
95.
Discuss some of the measures that sales executives can take to promote ethical behavior
among employees.
96.
Discuss some of the strategies salespeople can use to handle unethical requests from
superiors.
97.
Willey is the national account manager of Perspicacia International Company. Discuss his
role as a national account manager.
98.
Differentiate between a house account and a key account.
99.
Explain team and multilevel selling.
100.
How has technology facilitated the growth of sales teams?
