Which of the following would be considered a state of nature for a business firm?
a. Incentive programs for sales staff
b. Inventory levels
c. Salaries for employees
d. Site for new plant
e. Worker safety laws
E
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Give an example of when you or someone else in an organization, for which you work for or have worked with, used one of the five influencing tactics to achieve an objective. Be sure to state the tactic used.
What will be an ideal response?
A close examination of profitable high-share and profitable low-share niche businesses reveals only two areas of commonality: relative sales force expense and ________
A) relative price B) product breadth C) relative product quality D) relative advertising E) product depth
Answer the following statements true (T) or false (F)
1. When job boundaries are ambiguous, employees are less possessive, and conflict is likely to be minimized. 2. Avoiding it is never an appropriate response to conflict. 3. The weakness of accommodating as a method for handling conflict is that it is only a temporary fix that fails to address the underlying problem. 4. The conflict-handling style of compromising is appropriate when both parties to a conflict have equal power.
Which of the following is most likely a true statement about sales compensation in economically tough circumstances?
A) Cutting sales force compensation is usually a last resort for firms that want to maintain positive customer relationships. B) Morale is boosted by distributing commissions equally among low and high sales performers. C) Online selling is discontinued to improve customer relations. D) Compensation for the inside sales force is reduced to increase commissions for the outside sales force. E) Low performers are retained and top performers are dismissed to reduce commission payments.