Who was named president of the Waters Chromatography Division in 1983?

The head of research and development

Which of the following was NOT listed as a responsibility of the National Accounts Manager (NAM)?

Providing secretarial support for field sales activities

Monitoring major account program details

Restructuring the NAM compensation package

Which course is NOT part of the standardized training program for new field sales personnel at Waters?

Basic selling, which teaches a consultant-style approach

Competitive selling, which focuses on competitive strategies

What is the primary goal of the customer support group at Waters?

To get the right people doing the right thing when a customer calls

To increase sales through aggressive marketing

To provide technical assistance with application or equipment problems

To manage instrument orders and chemical products orders

What was the primary responsibility of the Regional Manager (RM)?

To maximize revenues from an assigned geographic region

To manage the applications laboratory

To handle customer support calls

To supervise the production line

What did the customer support department include?

A six-person telephone-lead screening group

What was the role of field marketing managers?

To focus on specific products or markets and generate leads for sales follow-up

To supervise the applications laboratory

To manage the customer support department

To directly supervise sales representatives

What was the main reason for the shift in hiring policy for field sales at Waters in the early 1980s?

The company was losing hardware business because new recruits lacked technical training

The company wanted to reduce salaries

There was an oversupply of expert chromatographers

What was included in the sales representative's compensation package at Waters Chromatography Division?

Base salary, sales incentive program, expense account, and the use of a company car

Base salary and commission only

Base salary, a 10% commission on sales over $60,000, and a trip to Hawaii

Base salary, sales incentive program, and stock options

Which territories was Ray given a choice of upon his return to the New England region?

An industrially oriented area and the Massachusetts Medical Center

An industrially oriented area and a biologically based area

Downtown and the Massachusetts Medical Center

How much did the sales volume increase in New England from 1980 to 1984 under Rod Bretz's management?

From $2.4 million to $9.5 million

From $1.4 million to $5.9 million

From $2.9 million to $4.5 million

From $1.9 million to $8.5 million

What was the main reason Ray decided to return to field sales?

He found no fun in management and enjoyed being a salesman

He was not satisfied with the management position

He missed the technical aspects of the job

According to Bretz, what is the primary role of a salesperson in their business?

To be a broker for the technical know-how

To have strong chemistry backgrounds

To manage the sales territories

To provide technical support only

How did Ray Burnett define his field sales position?

As running his own little business

As a way to provide technical support

As a means to travel and work from home

As a job focused on customer service only

What was the main industry in Ray's sales territory in central Massachusetts in 1983?

Medical and hospital facilities

Technology and software companies

What did Ray feel was a limitation in pursuing new business opportunities?

He had little time to pursue them.

He had too many existing customers to manage.

He felt the commission plan was not adequate.

He was not interested in new business development.

What is the main issue Ray has with the current bonus plan according to the text?

It encourages a 'sell and run' attitude.

It is too complicated for the sales force.

Why did Chane Graziano contact Ray?

To offer Ray a job in the home office.

To discuss opening a new Waters Chromatography office.

To negotiate a better price for products.

Waters Corporation Quiz

12th Grade

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Waters Corporation Quiz

90 questions

What was the cornerstone of the business and a big part of the Waters culture according to the document?

What technique did Waters Chromatography Division specialize in?

What was the approach that Waters Corporation used to build their business?

According to Chane Graziano, why is the Waters field organization staffed by expert chemists?

What does Bob Retz suggest is necessary for success in selling solutions to problems?

What was the objective of HPLC technology?

What was the estimated worldwide market for HPLC in 1984?

Which company had the largest market share in the HPLC market according to the text?

What percentage of Millipore's total net revenues did the Waters Chromatography Division represent in 1984?

What did the HPLC instruments sales represent as a percentage of total Waters' revenues in 1984?

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