Selling Building Partnerships 8Th Edition Chapter 16

Front 1

Activity quota

Back 1

A type of quota that sets minimal behavioral expectations for a salesperson's activities.

Front 2

Bonus

Back 2

Lump sum incentive payment based on performance.

Front 3

Bottom up forecasting

Back 3

Forecast compiled by adding up each sales person's forecast for total company sales.

Front 4

cap

Back 4

A limit placed on a salesperson's earnings.

Front 5

Combination plans

Back 5

Compensation plan that provides salary and commission.

Front 6

Commission

Back 6

Incentive payment for an individual sale.

Front 7

Commission base

Back 7

Unit of analysis used to determine commissions for example, unit sales, dollar sales, or gross margin.

Front 8

Commission rate

Back 8

Percentage of Base paid or the amount per base unit paid in a commission compensation plan for example, a percentage of sales or an amount per in units sold.

Front 9

Customer service rep (CSR)

Back 9

Inbound sales person who handles customer concerns.

Front 10

Draw

Back 10

Advance from the company to a sales person made against future commissions.

Front 11

Ethics review board

Back 11

A group of experts inside and outside the company who are responsible for reviewing ethics, investigating allegations of unethical behavior, and acting as a sounding board for employees.

Front 12

Field Sales Manager

Back 12

First level manager.

Front 13

Field sales people

Back 13

Sales people who spend a considerable time in the customers place of business, communicating with the customer face to face.

Front 14

Field support rep

Back 14

Telemarketer who works with field sales people and does more than prospect for leads.

Front 15

Geographic salesperson

Back 15

Sales person to sign a specific geo graphic territory in which to sell all the company's products and services.

Front 16

Gross margin quota

Back 16

Minimum levels of acceptable profits or gross margin performance

Front 17

House account

Back 17

Accounts assigned to a sales executive rather than to the specific sales person responsible for the territory containing the account.

Front 18

Inbound

Back 18

Sales people or customer service reps to respond to calls placed to the firm by customers rather than placing calls out to customers.

Front 19

Incentive pay

Back 19

Compensation based on performance.

Front 20

Inside sales people

Back 20

Sales people who work at their employers locations and interact with customers by telephone or letter.

Front 21

Internal partnerships

Back 21

Partnering relationship between a sales person and another member of the same companies for the purpose of satisfying customer needs.

Front 22

Key accounts

Back 22

Large accounts, usually generating more than a specified amount in revenue per year, that receive special treatment.

Front 23

Multilevel selling

Back 23

Strategy that involves using multiple levels of company employees to call and similar levels in an account.

Front 24

National Account Manager (NAM)

Back 24

Sales executive responsible for managing and coordinating sales efforts on a single account nationwide.

Hint 24

*Also called strategic account manager (SAM)

Front 25

Open door policy

Back 25

General management technique that allows subordinate to bypass immediate manager and take concerns straight to upper management.

Front 26

Outbound

Back 26

Sales people, customer service reps, protectors, account managers, and field support telemarketers who plays phone calls out to customers.

Front 27

Profits quota

Back 27

Minimum levels of acceptable profits or gross margin performance.

Front 28

Quota

Back 28

Quantitative level of performance for a specific time period.

Front 29

Revenue quota

Back 29

The minimum amount of sales revenue necessary for acceptable performance.

Front 30

Salary

Back 30

Compensation paid periodically to an employee independently of performance.

Front 31

Sales quota

Back 31

The minimum number of sales in units.

Front 32

Straight commission

Back 32

Compensation method of a certain amount for sale.

Front 33

Straight salary

Back 33

Compensation method that pays a fixed amount of money for working a specified amount of time.

Front 34

Strategic account manager (SAM)

Back 34

A company executives who coordinates all the sales people who call on an account do well to the nation or the world.

Hint 34

*Also called the National Account Manager (NAM)

Front 35

Team selling

Back 35

Type of filling in which employees with varying areas of expertise within the framework together to fell to the same account(s).