As a sales manager, you realize that your new sales goals must be accepted by the sales force to be effective in increasing performance. For salespeople to accept the goals as their own, you need to play a greater role than simply setting the new goals. Which of the following should you NOT do to get the sales force to accept these goals:
a. provide frequent feedback on progress toward the goal
b. emphasize that these quotas are "best case scenarios" and might be changed depending on performance
c. gain goal commitment from the sales force
d. build self confidence
e. none of the above, you should do all of these
Ans: b. emphasize that these quotas are "best case scenarios" and might be changed depending on performance
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The comparable-worth policy:
A. advocates remedies for any undervaluation of jobs based on market-pay data. B. is designed to reduce the wage gap between women and minority groups. C. has been consistently upheld in court rulings. D. uses job evaluation of an organization's jobs in terms of such criteria as their difficulty. E. is the only non-controversial pay policy.
Which of the following is true about business purchases?
A) Business purchases involve more professional purchasing effort than consumer purchases. B) Business purchases involve fewer participants in decision-making compared to consumer purchases. C) Purchasing agents are absent in business purchases. D) Business purchases involve less technical and economic considerations compared to consumer purchases. E) Business purchases are usually quicker and more informal than are consumer purchases.