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:

Defamation

A legal term that refers to false statements made by one party about another, which cause harm to that person's reputation.

Negligence

Failing to exercise the degree of care considered reasonable for an individual in identical situations.

Qualified Privilege

A legal immunity granted in specific circumstances, protecting individuals from liability for defamation when making statements in the performance of a duty or interest.

Libel

The written or more permanent form of a defamatory statement.