Advanced Bionics Is a Global Leader in the Development of Implantable,high-Tech

question 182

Multiple Choice

Advanced Bionics is a global leader in the development of implantable,high-tech neurostimulation devices used to treat deafness and chronic pain.Just two-and-a- half years after introducing its new stimulators,the firm is doing $200 million in domestic sales.
How has Advanced Bionics been so successful? Its success can be attributed to its outstanding products and to three aspects of its sales approach.First,Advanced Bionics hired the right talent for its sales force.Companies tend to use experienced sales reps-often hired away from competing companies-to sell new medical devices.This can be very expensive since experienced reps generally expect as much as $200,000 in annual income.So when Advanced Bionics brought its medical device to market,it hired people with no experience selling medical devices and turned them into sales reps.Hiring inexperienced salespeople created some problems,however,and the company experienced high turnover rates during its first two years in operation.Second,Advanced Bionics provided salespeople with a rigorous training program.Third,Advanced Bionics allowed salespeople to plan their own activities while managers monitored their progress and pushed them to improve.In short,the company has been able to succeed by selecting good salespeople,training them well,and managing them carefully
-Refer to Advanced Bionics.District sales managers at Advanced Bionics often spend three days per week in the field coaching and monitoring sales reps.This time in the field with sales reps is an important final task in the management process known as:

• A) compensation
• B) networking
• C) quota determination
• D) qualifying sales leads
• E) evaluating performance

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Definitions:

Marginal Cost Curve

A graph that displays the cost of producing each additional unit, typically showing how marginal cost changes as production increases.

Average Total Cost (ATC)

The total cost of production divided by the quantity of output produced, representing the per unit cost of production.

Average Variable Cost (AVC)

The total variable costs of production (like labor and material costs) divided by the quantity of output produced, indicating the average variable expense per unit of output.

Marginal Cost Curve

A graphical representation showing how the cost to produce one additional unit of a good changes with different production levels.