You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information
What kind of a compensation structure do you select for your sales representatives?
The salespeople in the given scenario should have a pay structure that gives prominence to fixed pay. Fixed compensation is common in jobs with a high ratio of nonselling to selling duties, and jobs where the selling task is technically complex and requires teamwork.
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The order entry/sales (OE/S) process includes the first four steps in the order-to-cash process: presales activities; sales order processing; picking and packing the goods; and shipping
Indicate whether the statement is true or false
Which of the following is one of the main criticisms of Superfund, according to the critics?
A. It is too difficult to determine who is responsible for contamination. B. The Superfund does not halt further environmental damage from toxic waste sites. C. Transporters of hazardous waste should not be held liable for transporting the materials. D. Taxpayers fund too much of the cleanup costs.
TDZ Manufacturing wants to change its distribution system from an indirect channel to a direct channel system. Which of the following should the company use to achieve this?
A) cash-and-carry wholesalers B) retailers C) full-function wholesalers D) traveling sales representatives E) dealers
The knowledge competency in the skills model is most similar to ______.
A. self-confidence in trait approach B. Katz’s conceptual skill C. Katz’s technical skill D. determination in the trait approach