Halkco Sells Floor Systems for Semi-Trailers and Train Cars

question 18

Multiple Choice

Halkco sells floor systems for semi-trailers and train cars. The objective of the company is to increase its sales of its replacement flooring systems by 10 percent during the upcoming fiscal year. At its national sales conference (the theme this year was Mining for Prospects) , its 124 salespeople were told about a sales contest for the upcoming year, ""The Klondike Gold Rush"". For the contest announcement, top Halkco management was dressed like 19th century prospectors. The ten winners will be

• A) Making the salespeople excited about selling can create a problem with the sales reps' internal locus of control
• B) Too many rewards can make winning seem not worth the effort
• C) Sales contests circumvent the reasons for using normal compensation plans
• D) Such contests may produce largely illusionary sales, with no lasting improvement in market share
• E) All of the above

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Definitions:

Distancing

The emotional or physical process of creating space between oneself and others or between oneself and a situation.

Reflective Responding

A communication technique involving listening, then offering a mirrored response to understand and engage deeper with the speaker's message or feeling.

Broker

An individual or entity that acts as an intermediary between parties, often involved in negotiating contracts, deals, or transactions.

Rephrasing

The act of expressing the same idea or message in different words, often to clarify or simplify its meaning.