(for Expert_Researcher)

Question 1

For which of these sales jobs will management most likely use an activity quota?

		wholesale hardware sales rep
		life insurance sales rep
		missionary sales rep for a soap manufacturer calling on grocery stores
		wholesaler's salespeople selling office supplies

Question 2

A sales quota will most likely act as an aid in:

		controlling and directing salespeople's activities.
		helping prepare a job description.
		forecasting sales.
		conducting sales training programs.

Question 3

Which of the following is an advantage of a limited payment plan for controlling sales force expenses?

		high caliber salespeople generally prefer this plan
		it is good when there are cost-of-living differentials among the territories
		it eliminates cheating on expense accounts
		management can budget its sales expenses more accurately

Question 4

A manufacturer has 20 sales representatives using their own cars to cover territories of various sizes in the eastern half of the United States. To reimburse these people for the use of their cars, the plan most equitable to both management and the sales force is a:

		payment of actual expenses as reported by the sales reps.
		flat rate per mile.
		fixed allowance per month.
		flexible allowance such as the Runzheimer plan.

Question 5

An example of unethical behavior is_______________.

		poor performance
		alcoholism
		expense account abuse
		personal problems

Question 6

Which of the following is least likely to serve as a supervisory tool or method?

		reports from the sales force
		printed aids like sales manuals
		sales forecasts
		telephone calls from a sales manager

Question 7

The best method for a manager to use when dealing with a situation of substance abuse with a sales rep is:

		immediate termination of the sales rep.
		ignore the situation and it will resolve itself.
		provide counseling to the sales rep yourself.
		refer the sales rep to professional counseling.

Question 8

A major criticism against sales quotas is that:

		it is very difficult to set quotas accurately .
		quotas are not fair to the sales force.
		quotas cannot stimulate sales of profitable products.
		quotas are not realistically attainable.

Question 9

As more salespeople use virtual offices supervisors will:

		spend more time in the field with their reps.
		spend less time in the field with their reps.
		work at home most of the day.
		have less access to information.

Question 10

A drawback to basing sales quotas on last year's sales is that this method:

		places too much emphasis on territorial sales potential.
		generally ignores current changes in a territory's sales potential.
		is a complex system to administer.
		ignores the fact that an older sales rep has covered the territory or is still there.

Question 11

As a sales manager for HighRising Company, Rocky Foster oversees 15 sales reps. Foster is an outstanding transactional leader, but he is hopelessly ineffective as a transformational leader. Is this a problem? Why, or why not? What recommendation, if any, would you make to the Vice President of Sales?

Question 12

A petroleum firm with a sales force of 300 people planned to sell its fleet of company-owned automobiles and have the salespeople use their own cars instead. What problems are involved in this change? What actions should the petroleum firm take to address them?

Question 13

Read “An Ethical Dilemma” on page 302 of the textbook which describes ways some sales reps on limited-payment expense control plans do not record on their expense account record what really happened. As a means of getting around the controls built into limited-payment expense plans, are any or all of the practices described in the reading ethical? Why, or why not? Are there ever cases when a sales rep can be “creative” with their expense account? What are they?