Juan Alcobar Has Been Working as a Junior Sales Representative

question 54

Multiple Choice

Juan Alcobar has been working as a junior sales representative for a large equipment manufacturer for six weeks when Sarah Gittins,a senior sales representative,is assigned his help in preparing and presenting to a huge new prospect she has just started working with.
-Sarah and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs.Based on this analysis,Juan and Sarah put together:

• A)a list of questions about the prospect's payment process
• B)a pricing discount schedule
• C)a proposal of products that will solve the prospect's problems
• D)a plan for customer service to implement the products
• E)a billing schedule

Comprehend the difference between the principal's and agent's interests within their relationship.

Understand the principle of aligning decision-making with information availability.

Identify strategies to mitigate agency costs.

Understand the principle of decentralizing decision-making based on information distribution.

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Definitions:

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