An Assessment of Sales Results Is Common in Evaluation Systems

question 48

Multiple Choice

An assessment of sales results is common in evaluation systems. Assume that you find that 20 percent of the territories, products, or customers produce 80 percent of the revenues. What conclusion(s) can you draw?

• A) This situation might represent a misallocation of selling effort because the concern is with the number of customers rather than the potential of each prospect.
• B) This situation suggests that marketing efforts should be concentrated on a few customers and products.
• C) This situation suggests that marketing efforts should be spread evenly across all areas.
• D) Both a and b of the above.
• E) None of the above.

Identify the impact of organizational culture on performance and effectiveness.

Understand the relationship between organizational culture and diversity.

Recognize the role of heroes, rites, rituals, and symbols in the observable culture of an organization.

Identify the differences between corporate culture and organizational culture.

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Definitions:

C

In the context of economic models, often stands for Consumption, which is a component of the GDP formula representing total spending by consumers on goods and services.

Gross Investment

The total amount spent on purchases of new capital assets and replacement of depreciated assets, not adjusted for depreciation.

Depreciation

Depreciation refers to the accounting method of allocating the cost of a tangible asset over its useful life, representing how much of an asset's value has been used up over time.

Gross Investment

The total amount of money invested in capital assets before accounting for depreciation, representing all new investment in the economy.