Case 14.1 ​

question 21

Multiple Choice

Case 14.1
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XYZ Corporation is undergoing a merger with a larger company.This merger will bring XYZ into the twenty-first century technologically but will also bring about a number of other changes.As XYZ is the acquired company,about one-third of its work force will be laid off.The reasons for the layoff have been clearly explained,and Virginia,the respected president of XYZ,is implementing the layoff in the best interests of the company,even though it is very painful for her.A number of the best employees and managers started looking for new jobs before XYZ announced who would be laid off and who would stay.Most employees are putting in long hours,and the company exercise room is full as managers and employees try to burn off their fears and frustrations with these changes.
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Virginia is really excited about these changes and about the positive outcomes for the future of the company and its employees.Virginia has handled things well but is under a lot of pressure.She obsesses about being organized.She carries her pager into the restroom with her and is constantly talking on her smartphone.She likes to have her computer terminal on whenever she's in the office,just in case she needs it,and is very uncomfortable when she has to travel without her laptop computer with its portable Wi-Fi hot spot.
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John was promoted from first-line supervisor to VP of operations because all of the other managers found new jobs when the merger was announced.He didn't want the job,but he had to take it to stay at XYZ.He's had to give up daily interaction with his production line people and begin performing tasks for which he has little preparation or experience and that he doesn't particularly care for,such as attending lots of meetings.He's bearing up well and so far has been able to handle the increased responsibilities.
-Refer to Case 14.1.The primary cause of stress for most of the employees of XYZ would most likely be​

• A) ​noise pollution.
• B) incompetent leadership.​
• C) multitasking.​
• D) the change brought on by the acquisition.​

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Definitions:

Cold Canvassing

The process of approaching potential customers or clients directly, without prior contact, to offer products, services, or information.

Telephone Consumer Protection Act

A United States federal law enacted in 1991 designed to restrict telemarketing calls, the use of automated telephone equipment, and the sending of unsolicited faxes and texts.

Cold Calling

A technique in sales where sales reps make unsolicited calls to potential customers, who have had no prior contact with the salesperson.

Personal Selling Process

A series of steps undertaken by sales professionals to identify potential buyers, communicate benefits, and persuade them to make a purchase.