Refer to the Scenario Below to Answer the Following Question(s)

question 126

Multiple Choice

Refer to the scenario below to answer the following question(s) .
Reliable Tools Company is a manufacturer of hubs and axles for the trailer and heavy truck industry. Although Reliable Tools only has 15 customers, the company is the sole supplier of hub and axle components to those customers. Monthly sales at Reliable Tools are approximately $1 million. "You might say we have all our eggs in one basket," says owner Arthur Deetz.
It is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable Tools' customers are located in Michigan, Ohio, and Indiana, which means that travel time to all customers is relatively short. However, given the nature of the industry, time spent with each customer is crucial.
-For sales managers to understand how the members of the Reliable Tools sales force spend their time, the salespeople must submit a(n) ________.

• A) expense report
• B) time-and-duty analysis
• C) mobile conferencing schedule
• D) sales forecast
• E) incentive plan

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Definitions:

Communication Competency

The ability to effectively convey, receive, and interpret messages, information, and ideas, both verbally and non-verbally.

Describing Skill

The capability to articulate the characteristics, features, or qualities of an object, situation, or individual clearly and accurately.

Active Listening

The practice of fully concentrating on what is being said, rather than passively hearing the speaker, for better understanding and empathy.

Diversity

The inclusion of individuals from various backgrounds, cultures, perspectives, and experiences.