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Multiple Choice Quiz
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1
Which of the following is NOT good advice for a salesperson who is selling internally?
A)Make selling issues personal, not professional.
B)Be prepared to negotiate.
C)Attempt to understand any personal needs of the internal customer.
D)Use arguments for support that address the needs of the internal customer.
E)Appeal to a higher objective.
2
Which of the following corporate areas is important to salespeople?
A)shipping
B)manufacturing
C)administration
D)marketing
E)all of the above
3
The sales executive:
A)is the manager at the top of the sales force hierarchy.
B)plays a vital role in determining the company strategies with respect to new products.
C)determines the size and organization of the sales force.
D)makes decisions about how the sale force will accomplish corporate executives.
E)does all of the above.
4
A sales executive who adds together the territorial estimates provided by his or her salespeople is using _____ forecasting.
A)cumulative
B)geographic
C)statistical
D)bottom-up
E)exponential smoothing
5
A quota represents a quantitative ______________for a specific time period.
A)forecast level of output
B)minimum level of acceptable performance
C)maximum sustainable yield
D)ration
E)allowance for variation
6
A company that sets minimum level of things salespeople must do is using:
A)activity quotas.
B)revenue quotas.
C)gross margin quotas.
D)unit quotas.
E)compensation quotas.
7
Salespeople want a compensation system that is:
A)understandable.
B)one that bases rewards on effort and results.
C)uniform within the company.
D)equitable.
E)all of the above.
8
The two types of incentives given to salespeople are:
A)bonus and salary.
B)commission and salary.
C)draw and commission.
D)bonus and commission.
E)salary and fee.
9
A draw is money paid:
A)salaried salespeople as a bonus.
B)commission rate salespeople who exceed their quotas.
C)to a straight commission salesperson against future earnings.
D)when the sales executives selects or draws a winner for a contest.
E)all of the above.
10
The major advantage of the _________________compensation approach ties compensation directly to performance.
A)salary
B)straight commission
C)forecast bonus
D)annual renewal bump
E)all of the above
11
When companies organize their accounts on the basis of size, large accounts are often called:
A)pinnacle accounts.
B)key accounts.
C)pivot accounts.
D)stars.
E)apex account.
12
Alex is a sales rep for General Electric. He only sells medical imaging equipment. Alex is part of a(n) _____ sales force organizational approach.
A)inbound/outbound
B)global
C)inside/outside
D)geographic
E)product





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