List and briefly describe the three types of sales call goals.
What will be an ideal response?
Goals relating to outcomes are called performance goals. In sales, outcomes such as the size of a commission or bonus check, the amount of sales revenue generated or number of sales generated, and the number of prospects identified are common performance goals. Activity goals are behavioral objectives, such as the goal to make a certain number of calls each day. Activity goals reflect how hard the salesperson wants to work. The company may set some activity goals for salespeople, such as a quota of sales calls to be made each week. Conversion goals are measures of a salesperson's efficiency. Unlike performance goals, conversion goals express relative accomplishments, such as the number of sales relative to the number of calls made or the number of customers divided by the number of prospects.
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Which of the following is NOT an advantage of decentralization?
A) provides training B) frees top management time C) works to achieve goal congruence D) supports the use of expert knowledge
Florence Enterprises, a subsidiary of Verona Company based in New York, reported the following information at the end of its first year of operations (all in euros): assets--1,320,000; expenses--340,000; liabilities--880,000; capital stock--80,000, revenues--400,000 . Relevant exchange rates are as follows: On date subsidiary stock was purchased ................ $1.50 Average rate for the year
............................. 1.55 At year end ........................................... 1.62 As a result of the translation process, what amount is recorded on the financial statements as the translation adjustment? a. $25,200 debit adjustment b. $34,800 debit adjustment c. $34,800 credit adjustment d. $25,200 credit adjustment
Phone calls and e-mail messages are usually taken more seriously than a written claim letter
Indicate whether the statement is true or false
Frank has been working for ABC Corporation for three weeks. Last week he realized that there was conflict between two supervisors regarding his hiring. Frank's job requires him to work closely with both supervisors. According to the case above, should Frank approach the supervisors and hash out the conflict over his hiring? Why or why not?
What will be an ideal response?