Question 1

As Lillie Sanchez says in the opening profile "In sales you punch a time card and are given a to-do list daily that could consume 24 hours of your day."

Accepted Answer

The statement is not a factual quote from Lillie Sanchez, but rather a hypothetical or fictional scenario.

Question 2

House account are handled by a sales or marketing executive in addition to their regular duties.

Accepted Answer

House accounts are typically managed by a sales or marketing executive, in addition to their other responsibilities within the company. These accounts are typically long-term customers or clients with whom the company has an established relationship, and they require special attention and care to maintain that relationship over time. By assigning a dedicated sales or marketing executive to handle these accounts, the company can ensure that they receive the high level of service and attention that they require in order to remain satisfied customers or clients.

Question 3

It is the duty of salespeople to establish internal partnerships with warehouse and customer service employees.

Accepted Answer

Salespeople should work closely with warehouse and customer service employees to ensure that orders are fulfilled accurately and quickly, and that customers receive excellent service. This requires building strong internal partnerships and communication channels between the sales team and these other departments.

Question 4

When conflicts arise between a salesperson and an internal employee, personalizing the conflict will make it easier to resolve.

Accepted Answer

Personalizing the conflict can actually make it more difficult to resolve as it can turn into a personal attack or emotional argument. It is best to focus on the specific issue at hand and find a mutually beneficial solution.

Question 5

Kelly receives a draw each week, which is her straight salary with commissions as a bonus.

Accepted Answer

A draw is typically an advance on future commissions, not a straight salary with commissions as a bonus.

Question 6

According to the text, the company's chief executive officer determines how many salespeople are needed to achieve the company's sales and customer satisfaction targets.

Accepted Answer

The answer of According to the text, the company's chief...

Question 7

Kristen wants her sales force to concentrate its efforts on selling the most profitable accounts and products, to make this happen she could institute profit quotas.

Accepted Answer

If Kristen wants her sales force to focus on selling the most profitable accounts and products, implementing profit quotas can be an effective way to encourage them to do so. By setting targets based on the profitability of sales, salespeople will have a clear incentive to prioritize high-profit accounts and products, which can ultimately benefit the company's bottom line.

Question 8

Internal partnerships should be dedicated to satisfying customers' needs.

Accepted Answer

Internal partnerships, which are collaborations between different departments or teams within a company, should ultimately be focused on improving the customer experience and meeting their needs. This helps to ensure a cohesive and customer-centric approach across the entire organization.

Question 9

Straight commission plans offer the greatest flexibility for motivating and controlling the activities of salespeople.

Accepted Answer

Straight commission plans primarily motivate salespeople through financial incentives based on sales volume, which can effectively drive sales efforts but may not offer the flexibility to control or motivate activities beyond sales volume, such as customer service or team collaboration.

Question 10

Straight commission is the preferred method of compensation when sales require long periods of negotiation involving several sales reps from the selling company.

Accepted Answer

The answer of Straight commission is the preferred method of...

Question 11

If you are ever placed in a situation where you must act in a manner you consider unethical or lose your job, the text recommends you rationalize the action by placing the responsibility for your behavior where it belongs--on your sales manager.

Accepted Answer

The text does not recommend rationalizing unethical behavior by placing the responsibility on your sales manager. Instead, it suggests seeking alternative solutions such as discussing the situation with your manager or seeking guidance from a professional organization or legal advice.

Question 12

Compensation often relates to quotas.

Accepted Answer

Compensation often includes some form of quota, such as a sales quota that must be met in order to receive a bonus or commission.

Question 13

Velma was in a hurry to see her sales manager, so she parked her car in front of her company's loading dock and ran inside, ignoring the dock foreman's request to please move the car. In the long run her action may end up costing her money.

Accepted Answer

It is possible that Velma's car could obstruct the loading dock and cause delays or damage to shipments. This could result in increased costs for the company and potentially impact Velma's job performance or reputation. Additionally, ignoring a request from a foreman could reflect poorly on her professionalism and could potentially result in disciplinary action.

Question 14

Few jobs require the boundary spanning coordination and management skill needed to effectively do a sales job.

Accepted Answer

Sales jobs often require individuals to coordinate and manage relationships with customers, suppliers, and internal teams, making them a prime example of a job that requires boundary spanning skills.

Question 15

Large customers are sometimes called key accounts.

Accepted Answer

This statement is true. Large customers can be referred to as key accounts because they often contribute a significant amount of revenue to a company and require special attention and personalized service.

Question 16

Arunden Garden Supply Company is offering a bonus to the members of its sales force who call on retail outlets for the firm's gardening supplies if they spend less on expenses than is budgeted for them. This decision by the Arunden sales executive in charge may hurt sales performance.

Accepted Answer

The sales force may be motivated to cut back on necessary expenses in order to receive the bonus, which could ultimately hurt their ability to effectively sell the company's products to retail outlets.

Question 17

Oscar works for Putnam Company, a manufacturer of automated Christmas tree decorations. When he presents his customer's position about Putnam's new credit terms to the corporate comptroller he is doing part of his job as a sales representative.

Accepted Answer

As a sales representative, Oscar's job is to communicate with customers and relay their needs, concerns, and positions to other departments within the company, such as the comptroller. Therefore, by presenting his customer's position on Putnam's credit terms to the comptroller, Oscar is performing a key aspect of his job responsibilities.

Question 18

Ethical behavior not only applies to how salespeople treat customers, but it also applies to how employers treat salespeople.

Accepted Answer

Ethical behavior should be practiced by both salespeople and employers. Employers should treat their salespeople fairly and with respect to ensure a positive and ethical work environment.

Question 19

What Monica tells the buyers at Forsyth Company about the performance of her company's computerized lighting system could have a direct bearing on the amount of service work her company's technicians are called upon to do.

Accepted Answer

If Monica tells the buyers at Forsyth Company that her company's computerized lighting system is unreliable, they may be hesitant to purchase the product or require additional service work. On the other hand, if she emphasizes the system's durability and low maintenance requirements, they may be more likely to make a purchase, leading to lower service calls.

Question 20

With the growth in worldwide communications capabilities, statistics like those used to forecast sales in the U.S. are now available in most of the world's nations.

Accepted Answer

The answer of With the growth in worldwide communications capabilities,...

Quiz 16: Managing Within Your Company