Victor Craig Is Sales Director for a Software Company Selling

question 71

Multiple Choice

Victor Craig is sales director for a software company selling diagnostic software to automotive repair shops all across the country. He has been with the company for 14 months and manages a staff of six sales representatives. Victor also covers a four-state territory himself. On Monday the CEO of the company calls Victor into his office and states that management is dissatisfied with Victor's performance as sales director. Victor has 90 days to turn his performance around, or he will be fired.
-The CEO suggests that Victor attend a training program for sales managers. If the program is like most others,which of the following topics will most likely be covered?

• A)motivating salespeople
• B)forecasting short-term sales
• C)managing sales territories
• D)handling office politics
• E)calculating ROI

---

Definitions:

Data Quality

The measure of the condition of data based on factors such as accuracy, completeness, reliability, and relevance, impacting its usefulness in decision-making.

Aggregate Planning

A process by which a company determines ideal levels of capacity, production, subcontracting, inventory, and stockouts to meet demand over a specified timeframe, generally medium term.

Linear Programming

A mathematical technique used to achieve the best outcome (such as maximum profit or minimum cost) in a mathematical model whose requirements are represented by linear relationships.

Subcontracting

The practice of assigning or outsourcing parts of the contractual work to third parties, often to leverage specialized skills or achieve cost efficiencies.