A salesperson's sales manager exerts strong influence on whether the sales rep acts ethically or not. A sales manager may not even be aware of the influence she wields or the effect her words or management techniques have on her employees
Of the following actions by a sales manager, which one could most easily be construed by an employee as a directive to use unethical conduct?
A) offering an incentive or prize to salespeople who meet or exceed their quotas
B) sending an email to the entire department whenever a sales rep closes a sale
C) telling sales teams that they need to hit their quotas no matter what it takes
D) modifying sales territories to ensure that key accounts are actively monitored
E) contacting key accounts to let them know the company stands behind its product
C
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Which of the following statements about adverse selection is most correct?
A. Adverse selection means those individuals with greater health risk are more likely to purchase health insurance B. The adverse selection problem exists because of asymmetric information (applicants have better knowledge of their health status than insurers have) C. Historically, underwriting provisions were used to minimize the adverse selection problem D. Statements a and b are both correct E. Statements a, b, and c are all correct
Landingham Laboratories has decided to introduce its new over-the-counter antibiotic for ear infections in a limited market consisting of only two cities, and to closely monitor the reactions of potential customers to the product and its marketing program. What is this called?
a. dual distribution b. laboratory testing c. test marketing d. use test