Question 47 17 develop plans for multinational accounts and manage the global account teams that implement their strategies. Global account managers O Sales representatives Strategic account managers Sales managers Question 48 1 p p According to the text. is variable compensation based on sales or profits. gainshare bonus salary O commission allows the firm to monitor performance on a continuous basis and sets the stage for making course corrections if performance deviates from the objectives. O Forecasting O Calendarizing O Satisficing O Consolidating D Question 50 1 pts Which of the following is NOT mentioned in the text as a key task of sales management? Set and achieve sales objectives. O Determine and allocate selling effort O Design the sales organization Develop new product offerings. 1 pts An example of a is hiring a salesperson who eventually fails. Type I error Type IV error O Type III error Type II error Question 46 1 pts Which of the following trade-offs'is NOT mentioned in the text as a requirement for considering the decision to hire a qualified salesperson? Tolerance for failure O Time O Demographic Hiring philosophy D Question 43 1 pts When a salesperson has total responsibility in a specific geographic area, the sales force organizational form is referred to as O market-segment form O product form O geographic form O key account form D Question 44 1 pts Which of the following represent the two methods for approaching the sales force sizing decision? O Experimental and analytic Standardized and analytic O Systematic and analytic O Experimental and intuitive Question 41 1 pts All of the following are mentioned in the text as questions that salespeople should be able to answer affirmatively before the reward system will motivate the required behavior and results EXCEPT: Is the reward system legal? Do I believe that I can achieve my objectives? O Do I value the promised rewards contingent on my achieving these objectives? O Do I believe that I will receive these rewards if I achieve my objectives? Question 42 1 pts All of the following are mentioned in the text as steps used in sales training programs EXCEPT: Call objectives Need elicitation O Determining breakeven points O Handling objections