Fostering a climate that encourages ethical behavior by the sales force requires management to do all of the following EXCEPT:
A. formally discourage "whistle-blowing."
B. ensure that top management behaves ethically.
C. establish an ethics committee.
D. discipline wrongdoers.
E. establish control systems.
Answer: A
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Which of the following is NOT recognized as a key implementation principle of evidence-based management?
A. No brag, just the facts. B. See yourself and your organization as outsiders do. C. If all else fails, slow the spread of bad practice. D. Treat your organization as a closed system. E. The best diagnostic question is: "What happens when people fail?"
Which type of marketing, as defined by the service marketing triangle, includes recruiting, motivating and training?
What will be an ideal response?
Which of the following is an example of a performance objective a sales manager might set for his sales force?
A) Each salesperson must call on three new prospects each week. B) Each salesperson should belong to a community service organization. C) Each salesperson should have at least $400,000 in net sales annually. D) Each salesperson must get at least one referral from each customer. E) Each salesperson must make a follow-up call within 48 hours of a sale.
The perpetual inventory system keeps a running record of inventory and cost of goods sold
Indicate whether the statement is true or false