What Should Charles Most Likely Do

question 35

Essay

What should Charles most likely do?
A)He should quit the job because he cannot succeed in a territory that is disorganized and about which he has little information.
B)He should ask the manager for a list of orphaned customers and their contact information to develop potential referrals.
C)He should start fresh by developing his own prospect base and forget about the retiring representative's customers.
D)He should piece together his prospect base by asking the retiring representative for information and matching that information up with invoices from the billing department.
E)He should ask the other sales representatives in the department to each give him three or four of their prospects so that he can start to put together a prospect base.

• A)He should quit the job because he cannot succeed in a territory that is disorganized and about which he has little information.
• B)He should ask the manager for a list of orphaned customers and their contact information to develop potential referrals.
• C)He should start fresh by developing his own prospect base and forget about the retiring representative's customers.
• D)He should piece together his prospect base by asking the retiring representative for information and matching that information up with invoices from the billing department.
• E)He should ask the other sales representatives in the department to each give him three or four of their prospects so that he can start to put together a prospect base.

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Definitions:

Bounded Rationality

A concept that individuals make decisions based on the limited information available to them, restricting them from making 'perfect' choices.

Implicit Favorites

The subconscious preference for certain individuals over others, often influencing decision-making and behavior unconsciously.

Decision Structure

The organizational framework that outlines how decisions are made, who makes them, and the processes used to reach conclusions.

Nonprogrammed Decision

Decisions made in response to situations that are unique, are poorly defined and largely unstructured, and have important consequences for the organization.