SALES FORCE MANAGEMENT

A ........ is an individual acting on ehalf of a companY who performs one or more of thefollowing activities# prospecting/ communicating/ servicing/ and information gathering

• press agent

• sales assistant

• marketing director

• salesperson

Vimal Kasuda sells computer-assisted design software for professional and amateur woodworkers. Her sales manager has just informed her that her quota will be 6 percent higher next year because the company that employs her wants to increase its market share. If she attains this goal, she will receive a bonus. In this example, Vimal's sales manager is using the quota to:

• provide a performance target

• control Vimal's activities

• evaluate her performance

• provide formal feedback

• get her opinion

Robin sells for International Paper Company. Her ____ quota for next month is $53,000.

• sales volume

• net profit

• expense

• gross margin

• activity

The two types of profit quotas are the:

• A. sales quota and activity quotas

• B. revenue and expense quotas

• C. contribution margin and the gross margin quotas

• D. selling and nonselling quotas

• E. gross margin and net profit

A sales quota based on the number of dollars generated after subtracting the cost of goods sold is a _____ quota.

• A. dollar sales volume

• B. expense

• C. net profit

• D. gross profit

• E. payback