Name: Score:
25 Multiple choice questions
Term 1 of 25
Compared to other compensation methods, is especially useful when the company cannot
closely control sales force activities.
Salary Plus Commission
Straight Commission
Commission Base
Straight Salary
Term 2 of 25
Compared to other compensation methods, straight commission is especially useful when sales
reps have few, if any, nonselling activities to perform.
Salary Plus Commission
Straight Salary
Straight Commission
Commission Base
Definition 3 of 25
Order processing
The entire $450 postage expenditure will be allocated to order processing .
__________ are designed to encourage extra effort aimed at specific short-term objectives.
Which of the following is a functional cost center, rather than a natural account?
No single reward—including money—is likely to be effective for motivating all of a
company's salespeople.
, Term 4 of 25
Next Tuesday, Trish Frisch will be interviewing for a sales job at Novartis. The title of the job is
Entry Level Primary Care Sales Associate.
Trish has read the job description very carefully, and she knows that Entry Level Primary Care
Sales Associate is a detailer job.
The description does not mention the pay structure, but Trish can be reasonably certain that the
compensation plan for this position is __________.
Salary Plus Commission
Guaranteed Salary Plus A Bonus
Straight Commission
Straight Salary
Term 5 of 25
The entire $450 postage expenditure will be allocated to Order processing .
Order processing
Customer service
Inventory control
Materials handling
Term 6 of 25
A sales executive is likely to request a cost and profitability analysis for any of the following
except __________.
A consultant
A hacktivist
A distributor
A competitor
25 Multiple choice questions
Term 1 of 25
Compared to other compensation methods, is especially useful when the company cannot
closely control sales force activities.
Salary Plus Commission
Straight Commission
Commission Base
Straight Salary
Term 2 of 25
Compared to other compensation methods, straight commission is especially useful when sales
reps have few, if any, nonselling activities to perform.
Salary Plus Commission
Straight Salary
Straight Commission
Commission Base
Definition 3 of 25
Order processing
The entire $450 postage expenditure will be allocated to order processing .
__________ are designed to encourage extra effort aimed at specific short-term objectives.
Which of the following is a functional cost center, rather than a natural account?
No single reward—including money—is likely to be effective for motivating all of a
company's salespeople.
, Term 4 of 25
Next Tuesday, Trish Frisch will be interviewing for a sales job at Novartis. The title of the job is
Entry Level Primary Care Sales Associate.
Trish has read the job description very carefully, and she knows that Entry Level Primary Care
Sales Associate is a detailer job.
The description does not mention the pay structure, but Trish can be reasonably certain that the
compensation plan for this position is __________.
Salary Plus Commission
Guaranteed Salary Plus A Bonus
Straight Commission
Straight Salary
Term 5 of 25
The entire $450 postage expenditure will be allocated to Order processing .
Order processing
Customer service
Inventory control
Materials handling
Term 6 of 25
A sales executive is likely to request a cost and profitability analysis for any of the following
except __________.
A consultant
A hacktivist
A distributor
A competitor
