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58.
Which of the following is an advantage of a company using combination plans to provide
incentives for its salespeople?
59.
A commission plan is likely to be used when:
60.
What is the easiest method to evaluate the performance of salespeople?
61.
Drew believes his sales manager has instructed him to do something unethical and
discusses his concerns with the manager. However, even after discussing the matter with
the manager, he was asked to carry out the original instructions. Drew's company
encourages him to take his concerns straight to the upper management because it has
a(n) _____.
62.
An ethics review board:
63.
Which of the following is the area with the most common employee concerns?
64.
To keep commissions paid to salespeople from becoming so high that they become
demoralizing to company executives, some companies place upper limits on how much a
sales representative can earn. This limit is called a:
65.
When Wallace made 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 there was a _____ and that he would receive only $50,000
in commissions, about 40 percent less than what he had made.
66.
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:
67.
Which of the following salespersons best exemplifies a geographic salesperson?
68.
Neal works for Integrated Computer Systems Distributors (ICSD) as a field salesperson. In
his territory, he only calls on attorneys' offices and physicians' offices. This specialization
has allowed him to develop a high level of expertise at selecting just the right combination
of hardware and software to meet the unique needs of these offices. From this
information, it can be concluded that Neal is part of a sales force that is organized
according to:
69.
House accounts:
70.
How does a house account differ from other types of accounts?
71.
GEC Inc. is the largest multinational company in New Mexico City. It caters to a wide
range of consumers. It has a sales force that sells electric transformers to electric utility
companies and another that sells electrical safety equipment to food and beverages
companies. Identify the type of salespeople working with the company.
72.
Alcium Aluminum has one sales force for handling tubing and extruded products and
another for handling cans and rolled products. This best exemplifies a sales force that is
organized on the basis of _____.
73.
Which of the following salespeople best exemplifies a field salesperson?
74.
Who among the following exemplifies an inside salesperson?
75.
Troy is a telemarketer who works directly with Nadine, a sales rep who works on site.
Together they develop strategies for handling accounts and addressing customer
concerns. Troy is:
76.
Identify a true statement about customer service reps (CSRs).
77.
Which of the following is an example of an inbound salesperson?
16-31
78.
Which of the following is an example of an outbound salesperson?
79.
Identify a true statement about team selling.
