Question 1

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

Accepted Answer

An outbound salesperson is someone who initiates contact with potential customers in order to generate new business. Annette is using her telephone to solicit new business, which fits this definition. The other choices involve responding to a customer complaint or handling existing accounts, which are not examples of outbound sales.

Question 2

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.

Accepted Answer

The answer of GEC Inc.is the largest multinational company in...

Question 3

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:

Accepted Answer

Troy is not an outside salesperson (D) because he works directly with Nadine on site. He is also not a product specialist (B) because his role involves developing strategies and addressing customer concerns, not just focusing on the features and benefits of a specific product. Finally, he is not a missionary salesperson (A) because his job is not focused on promoting a specific ideology or belief system. The best choice is C) a field support representative because his job involves providing support and assistance to Nadine in the field.

Question 4

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

Candace blew the whistle by giving evidence of the corporation paying bribes to a local television station.

Question 5

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

Accepted Answer

A house account is a type of account that belongs to the company or organization itself, rather than to an individual or external entity. Because the account is already within the company, no commission needs to be paid on sales to the house account.

Question 6

Which of the following is the area with the most common employee concerns?

Accepted Answer

Compensation is often the area with the most common employee concerns, as it directly affects their income and financial well-being. Territory allocation, promotion policies, quota assignments, and recruitment policies may also be areas of concern for some employees, but they are not as universal as compensation.

Question 7

Which of the following salespersons best exemplifies a geographic salesperson?

Accepted Answer

Ben selling tubeless tires, Presta valve adapters, and their after-sales services in Memphis exemplifies a geographic salesperson as he is focusing on selling and servicing his products in a particular geographical region- Memphis.

Question 8

Identify a true statement about customer service reps (CSRs).

Accepted Answer

Customer service reps (CSRs) are responsible for handling customer concerns and providing assistance to customers regarding products or services. They are not necessarily salespeople, nor are they responsible for purchasing raw materials. While some CSRs may make phone calls or work with field salespeople, their primary role is focused on providing customer support.

Question 9

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

Accepted Answer

Burt is receiving an inbound call from a customer, indicating that he is an inbound salesperson. The other choices are either making cold calls or outbound sales calls, or providing customer service support rather than actively selling.

Question 10

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.

Accepted Answer

A commission cap is a limit or ceiling on the total amount of commission an employee can earn in a given period. This would explain why Wallace was told he would receive only $50,000 in commissions, even though he had earned more in the past.

Question 11

Which of the following salespeople best exemplifies a field salesperson?

Accepted Answer

John is a pharmaceutical sales representative who visits doctors' offices to sell drugs, which is a classic example of a field salesperson. The other options involve either phone or retail sales, which do not involve face-to-face interactions with customers outside of a store or office environment.

Question 12

Who among the following exemplifies an inside salesperson?

Accepted Answer

An inside salesperson typically works from a fixed location, such as a retail store, and interacts with customers who come to them, like a retail clerk at a hardware store.

Question 13

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:

Accepted Answer

The upper limit placed on how much a sales representative can earn is called a cap. This is done to prevent commissions from becoming too high and demotivating for company executives. A draw refers to a payment made to a sales representative in advance of commissions earned, a bonus is an additional payment made as a reward for good performance, a base is the minimum salary or wage paid to an employee, and a ground rule is a basic principle or guideline that governs behavior or actions. None of these terms accurately describe the upper limit on sales commissions.

Question 14

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)_____.

Accepted Answer

The company encourages Drew to take his concerns straight to the upper management because it has an open-door policy, implying that the company values transparency, honesty, and ethical behavior. This policy suggests that the upper management is open to feedback from employees and welcomes genuine concerns or issues that may affect the company's reputation or operations. Thus, the correct answer is E.

Question 15

House accounts:

Accepted Answer

House accounts are managed by an internal sales team or customer service department, so they have no "true" salesperson. They are typically used for repeat or high-volume customers and are not handled by field salespeople. The sales team may earn a salary or bonus for managing these accounts, but there is no direct commission based on sales.

Question 16

Identify a true statement about team selling.

Accepted Answer

This statement accurately describes the concept of team selling, where a group of salespeople work together to support a single account, each member bringing their own area of expertise to the table. The other options are not true statements about team selling.

Question 17

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 _____.

Accepted Answer

Alcium Aluminum has organized their sales force based on product specialization. One sales force handles tubing and extruded products while another handles cans and rolled products. This allows each sales force to specialize in the unique selling points and features of their specific product types.

Question 18

_____ is an extension of team selling in which members at various levels of a sales organization call on their counterparts in a buying organization.

Accepted Answer

Multilevel selling involves members at various levels of a sales organization collaborating to engage with their counterparts in a buying organization, making it an extension of team selling.

Question 19

An ethics review board:

Accepted Answer

An ethics review board can investigate allegations of unethical behavior and provide a platform for employees to voice their concerns. It can also help to establish guidelines and standards for ethical behavior within the organization. However, it may not necessarily have a long-term impact on the behavior of employees and may require regular monitoring and reinforcement to maintain its effectiveness.

Question 20

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:

Accepted Answer

Neal's specialization in calling on attorneys' offices and physicians' offices suggests that his sales force is organized according to account types. This means that salespeople are assigned to specific types of accounts and develop expertise in meeting the unique needs of those accounts.

Quiz 16: Managing Within Your Company