Question 1

Differentiate between the terms "inbound" and "outbound" when referring to sales reps?

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Question 2

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

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Question 3

Augasta has been hired as the new sales executive for Harris Pillow Company.What are her responsibilities likely to include?

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Question 4

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?

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Question 5

What is another name for a national account manager (NAM)? What is their profile?

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Question 6

The sales manager for Arunden Industries has been told to cut costs.So,he decided to offer a bonus to salespeople who spend less than his or her expense account allocation.What are the possible disadvantages of using this tactic?

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Question 7

As a new salesperson,Marc will be working on commission.Even though he has yet to make his first sales call,he has already been paid $300.How would you categorize this $300 payment?

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Question 8

Ryan receives an extra payment at the end of the quarter based on his sales performance.Which type of compensation does he receive?

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Question 9

Explain team and multilevel selling.

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Question 10

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?

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Question 11

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

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Question 12

When are straight salary compensation plans appropriate?

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Question 13

List three kinds of outbound sales representatives.

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Question 14

What is the difference between a bonus and a commission?

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Question 15

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

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Question 16

Elaborate on the process of selling internally?

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Question 17

Who typically handles house accounts?

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Question 18

How has technology facilitated the growth of sales teams?

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Question 19

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 20

What are the seven principles of selling internally?

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Quiz 16: Managing Within Your Company