John Is a Sales Manager at IBM

question 66

Multiple Choice

John is a sales manager at IBM. He is analyzing sales reports and interviewing key personnel in his department to find out what traits and activities his most successful salespeople share in common. He also wants to determine some of the traits that unsuccessful salespeople have had so he knows what to avoid. John plans to use this to develop a set of requirements for future salespeople, as well as to be aware of potential weaknesses that could lead to failure. John is most likely performing these activities because he is

• A) determining sales force size.
• B) establishing sales force objectives.
• C) compensating salespeople.
• D) recruiting and selecting salespeople.
• E) motivating salespeople.

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Definitions:

Management Fees

Fees paid for the professional management of assets or investment funds.

Foreign Subsidiary

A company that is partially or wholly owned by another company (parent company) but is based in a different country.

Dollar/Peso Exchange Rate

The value of one United States dollar expressed in terms of the number of Mexican pesos it can be exchanged for, subject to fluctuation based on market conditions.

Long-Run Exposure

Refers to the potential risks and returns to a business or investment over a long period, considering various economic and market conditions.