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:

Generalized Arousal

Refers to a state of heightened physiological and psychological activity that is not directed towards a specific object or situation, often associated with stress or anxiety.

Emotion

A complex psychological state involving an individual's subjective experience, physiological response, and behavioral or expressive response.

Intense Emotions

Strong feelings that are deeply felt and can influence behavior and thinking significantly.

Emotional Arousal

The state of being emotionally stimulated or excited, which can influence attention, motivation, and memory.