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After the New Year, Wael Schedules a Day to Travel

question 86

Multiple Choice

After the New Year, Wael schedules a day to travel with each of his sales reps. He presents them with their bonus checks from the preceding year. He confidentially shares with each of them a report that he recently received from top management. This report provides a comparison of regional performance, based upon percentage of quota met, for each quarter and the entire year. Additionally, individual salespeople are compared on a bar graph with their peers within the region and corporate-wide, for each quarter and the year. Finally, each employee is ranked on a percentile scale, indicating his or her relative performance for the year. Wael must provide management with a report offering reasons for poor performance and suggesting corrective actions. This is most representative of which performance evaluation technique?

Definitions:

Pull Strategy

A marketing technique aimed at creating demand for products directly from consumers, leading retailers to "pull" the products from the distribution channels.

Marketing Strategy

A company's plan for reaching prospective consumers and turning them into customers of their products or services.

Custom Cabinetry

Tailor-made cabinetry designed and built to meet specific requirements and tastes of the customer.

Product Element

A component of a product that includes features, design, quality, brand name, and packaging which together form the product's overall offer.