In what respects would a compensation plan differ among salespeople for the following firms?
6. a) the manufacturer of small airplanes used by executives; b) a wholesaler of office equipment and supplies; c) an automobile dealer. 7. As www.homeloansplus.org/payday-loans-ia a sales manager for High Sing company Rocky Foster oversees 15 sales reps. Foster is an outstanding transactional leader, but he is hopelessly ineffective as a transformational leader. Is this a problem? Why, or why not? What recommendation, if any, would you make to the Vice President of Sales?
8. A petroleum firm with a sales force of 300 people planned to sell its fleet of company-owned automobiles and have the salespeople use their own cars instead. What actions should the petroleum firm take to address them?
9. What control unit would you recommend in establishing sales territories for each of the following companies? Explained why you picked the control unit you did for each. a) manufacturer of laptops; b) food broker; c) appliance wholesaler; d) manufacturer of outboard motors; e) lumber wholesaler
.10. What supporting points could be made over allocation of indirect marketing costs, by the proponents of each side, in the full-cost versus contribution-margin controversy ? Which of the two concepts do you advocate, and why?
How would you do this?
11. If a company made a territorial volume analysis and found some sub par territories, how might these facts affect the following activities relating to salespeople? a) supervision b) compensation c) training
12. As a sales manager for a baby food concern, you want to evaluate the ability of your representatives to obtain good shelf space in grocery stores. Before implementing this process, you call a meeting of your reps to explain your evaluation process to them. What would you say?
13. Assume your company, which sells paper products, has 60 percent of the business at your largest account. What factors would make it relatively easy for you to get a larger share of that customer?s business, and what factors would make it harder?
1) THE VALUE ACTUALLY EARNED BY MEMBERS OF HOUSEHOLDS WHO SUPPLY THE INPUTS NECESSARY TO PRODUCT GDP IS CALLED A) NET INVESTMENT B)NATIONAL INCOME C)PERSONAL INCOME D)DISPOSABLE INCOME
2) ABOUT SEVEN OUT OF TEN DOLLARS OF OUR GDP IS SPENT ON A)GOVERNMENT PURCHASES B)NET EXPORTS C)INVESTMENT SPENDING D)CONSUMER GOODS
3) OUR GDP INCLUDES ALL THE OUTPUT PRODUCED AMERICANS A)AND FOREIGNERS WITHIN OUR BORDERS B)WITHIN OUR BORDERS C)WITHIN OUR BORDER AND ABOARD D)WITH OUR BORDERS AND BY AMERICAN-OWNED, MULTINATIONAL COMPANIES WITH OFFICES AND FACTORIES ABROAD
4)WHICH IS NOT COUNTED IN GDP A)A SOCIAL SECURITY CHECK SENT TO A RETIREE B)GOVERNMENT SPENDING ON HIGHWAY BUILDING C)MONEY SPENT ON AN AIRLINE TICKET D)MONEY SP ENT BY A COMPANY TO BUILD ANEW OFFICE PARK
6) THE LARGEST ITEM AMOUNT AMONG THOSE LISTED HERE IS A)NATIONAL INCOME B)NET INTEREST C)NET DOMESTIC PRODUCT D)CORPORATE PROFITS 7)WITCH OF THE FOLLOWING IS THE BEST EXAMPLE OF AN INTERMEDIATE PRODUCT A) A ROAD B)STEEL C)BREAD D)A TV SET
What problems are involved in this change?
8)WHICH OF THE FOLLOWING WOULD INCREASE GDP A)MORE IMPORTS B)ADDITIONAL LEISURE TIME C)GOVERNMENT REMOVING MORE LITTER D)PEOPLE ENGAGING IN MORE DO IT YOURSELF PROJECTS
9)NATIONAL INCOME ACCOUNTANTS CAN AVOID MULTIPLE ACCOUNTING BY A)INCLUDING TRANSFERS IN THEIR CALCULATIONS B)COUNTING BOTH INTERMEDIATE AND FINAL GOODS C)ONLY COUNTING FINAL GOODS D)ONLY COUNTING INTERMEDIATE GOODS
10)THE CONCEPT OF NET DOMESTIC INVESTMENT REFERS TO A)THE AMOUNT OF MACHINERY AND EQUIPMENT USED UP IN PRODUCING THE GDP IN A GIVEN YEAR B)THE DIFFERENCE BETWEEN THE MARKET VALUE AND BOOK VALUE OF OUTSTANDING CAPITAL STOCK C)GROSS DOMESTIC INVESTMENT LESS NET EXPORTS D)TOTAL INVESTMENT LESS THE AMOUNT OF INVESTMENT GOODS USED UP IN ACCOMPLISHING THE YEARS PRODUCTION