A firm has categorized its customers into two groups, high-volume customers and low-volume customers. Explain the different styles of communication the firm should implement to reach each group of customers
What will be an ideal response?
A firm should look at the cost and time factors involved in the communication with customers within each group. These factors should then be compared to the possible profit generated by a long-term relationship with each customer group. The high-volume customers may require frequent contact from a personal sales representative. This may be an expensive means of communication, but without such communication the firm may lose the valuable customer to a competitor. The low-volume customer may be adequately serviced by less expensive means such as mailed literature or occasional verbal communication via the telephone.
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The Vroom/Jago approach specifies that there are ______ questions that are relevant to determining the degree of follower involvement.
a. two b. seven c. a dozen d. an unlimited number of
Of the following practices, which of the following is most likely to be viewed by both salesperson and customer as unethical?
A) The salesperson gives the customer a cut glass paperweight with the company's name engraved on it at the end of December. B) A salesperson gives a potential customer tickets for front-row seats at a sold-out concert of the potential customer's favorite singer. C) The company throws an annual party for its clients at company headquarters that includes a buffet and open bar. D) At a software convention, a software sales rep takes its top five clients out for dinner at an expensive steakhouse. E) A railway company gives all of its vendors a 20% discount on passenger rail services.
During deflationary periods, the use of the LIFO method of costing inventory will result in a lower amount of current assets than would result from the use of the FIFO method
Indicate whether the statement is true or false
Talia is the northeast regional sales rep for Mountain Bike Tires 4 Less (MBT4L). Her territory includes a number of large chain stores and smaller bike shops that carry her company's bike tires. She has good personal relationships with many of the smaller shops, but she has been hearing from many of them that they are having trouble competing with the larger chains on price. In order to keep the smaller retailers happy, she offers extended payment terms on large orders. She told Bob of Bob's Bikes that he could take 120 days to pay on his latest order. Bertram works in the credit department at the MBT4L headquarters and is in charge of monitoring shipments and payments to the customers in Talia's region. When he sees that Bob's Bikes has not paid for their most recent order, he places
their account on credit hold pending the receipt of payment. When Bob is unable to place a new order, he calls to complain to Talia who then calls and yells at Bertram for holding up one of her customers' orders. Bertram explains that Bob's Bikes' account is past due. Talia tells him that it is not past due because she offered extended terms. Bertram tells Talia that he had no knowledge of these special terms. The conflict between Talia and Bertram causes mistrust and resentment, and Bob's Bikes is caught in the middle. Eventually, Miguel, the VP of sales and marketing, is forced to intervene. Keeping the benefits of cross-training in mind, which approach should Miguel use to achieve improved communication and reduced friction between Talia and Bertram? A. having Talia sit in Bertram's cubicle for half a day observing the demands of his job B. requiring Bertram and Talia to attend anger management classes together C. organizing a lunch meeting between Talia and Bertram so they can become better acquainted D. providing Talia with a copy of Bertram's detailed job description and recent performance reviews E. hiring a team-building consultant to craft a series of trust exercises for Talia and Bertram to perform together