Question 1

Willey is the national account manager of Perspicacia International Company.Discuss his role as a national account manager.

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Question 2

What are the seven principles of selling internally?

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Question 3

Discuss some of the measures that sales executives can take to promote ethical behavior among employees.

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Question 4

How has technology facilitated the growth of sales teams?

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Question 5

Who typically handles house accounts?

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Question 6

Differentiate between a house account and a key account.

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Question 7

Lee,the sales rep for GE CT scanners,is required to call on four hospitals per month.Which type of quota does Lee have?

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Question 8

Explain team and multilevel selling.

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Question 9

Define a geographic salesperson.

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Question 10

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.

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Question 11

Discuss some of the strategies salespeople can use to handle unethical requests from superiors.

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Question 12

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?

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Question 13

Differentiate between the terms "inbound" and "outbound" when referring to sales representatives.

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Question 14

What are the two types of incentives for a salesperson?

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Question 15

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?

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Question 16

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?

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Question 17

When are straight salary compensation plans appropriate?

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Question 18

List three kinds of outbound sales representatives.

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Question 19

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?

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Question 20

Discuss the role of a salesperson in the sales force of a company.

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Quiz 16: Managing Within Your Company