A Sales Manager Has Implemented a Program for His Salespeople

question 22

Multiple Choice

A sales manager has implemented a program for his salespeople that involves a meeting with each salesperson, during which the sales manager gives the salesperson the yearly quota for the salesperson's territory. The sales manager has missed the key concept in management by objectives, which is

• A) reducing the paperwork involved in the MBO process.
• B) a mutual understanding of the punishment to be given if the salesperson does not meet the goal set by the sales manager.
• C) mutual goal setting between the sales manager and the salesperson.
• D) documentation of the sales quota in the salesperson's personnel file.
• E) ensuring that the economy can support the sales quota assigned.

---

Definitions:

Noam Chomsky

An influential linguist and cognitive scientist known for his theories on generative grammar and criticism of behaviorism.

Grammar

A system of rules that produces well-formed, or “legal,” entities such as sentences of a language.

Francis Galton

A 19th-century British polymath who made significant contributions to fields such as statistics, psychology, and anthropology, and is known for his studies on heredity and human intelligence.

Inheritability

The proportion of variation among individuals in a population that is due to genetic factors.