As a Sales Manager, You Will Be Expected to Respond

question 79

Multiple Choice

As a sales manager, you will be expected to respond quickly and correctly to problems and opportunities as they arise. Let's assume that you've recently been hired by such a company and that your analyses reveal the firm to be suffering from the "80-20" problem. Which of the following is/are not an acceptable response on your part?

• A) switch the large-volume accounts to the Internet.
• B) give the small accounts to independent distributors.
• C) provide extra service to the large accounts.
• D) shift low-volume accounts to a telephone reorder system.
• E) none of the above (all are acceptable)

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Definitions:

Mutually Beneficial Resolution

A solution to a conflict in which all parties gain or benefit in a way that is advantageous to them.

Mirror-image Perceptions

In conflict situations, it refers to the tendency of parties to see themselves in positive terms and the enemy in negative terms, often mirroring each other’s perceptions.

Altruistic Goals

Objectives or intentions aimed at bringing benefits or well-being to others without expecting personal gain.

Social Environment

The immediate physical and social setting in which people live or in which something happens or develops.