When the Scott Paper Company Switched Its Focus to Improving

question 9

Multiple Choice

When the Scott Paper Company switched its focus to improving its profitability, which of the following are logical sales force consequences:

• A) sales training has to be altered.
• B) sales compensation should be changed.
• C) sales territories need to be redesigned.
• D) only a and b above.
• E) all of the above.

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Definitions:

Shareholder Wealth

Refers to the collective value of all shares held by investors in a corporation, ideally increasing as the company becomes more successful and its stock price rises.

Cash Flow Forecasts

Predictions of all the cash inflows and outflows expected to occur in a future period, helping businesses to ensure they maintain sufficient levels of cash.

NPV

A financial analysis approach that determines the present value of an investment's expected cash flows minus its initial cost, used to evaluate the attractiveness of projects.

Net Income

The net income of a company, calculated by deducting all costs and taxes from its total revenues.