If You, as the Sales Manager, Were Given the Task

question 4

Multiple Choice

If you, as the sales manager, were given the task of implementing a method to keep track of field representative activities, which of the following would be best course of action? "I would institute…"

• A) quotas.
• B) daily call reports.
• C) spot checks.
• D) MBO.
• E) Online customer buying capabilities.

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Definitions:

Resistance Point

In negotiation, the least favorable point at which a party is willing to accept a deal, beyond which they prefer to walk away.

BATNA

Best Alternative to a Negotiated Agreement; the best option one has if current negotiations fail.

Fixed-Pie Bias

The misconception in negotiations that the 'pie' or total available benefit is fixed, leading to competitive rather than cooperative strategies.

Conflicts of Interest

Situations where an individual's or organization's private interests conflict with their professional duties or responsibilities, leading to potential bias or unethical decisions.