When IBM Focused Both the Sales and Marketing Functions' Attention

question 32

Multiple Choice

When IBM focused both the sales and marketing functions' attention on creating value for the customer, the end result was

• A) higher market entry costs.
• B) longer sales cycles.
• C) improved performance metrics.
• D) higher cost of sales.
• E) a focus on fulfilling product demand, not creating it.

Know the initial steps and strategies in formulating a compensation plan.

Understand the role of compensation in stakeholders' perspectives, including shareholders.

Acknowledge the significance of job enrichment and its effects on turnover and work quality.

Recognize the need for a mix of intrinsic and extrinsic rewards in developing an effective reward strategy.

---

Definitions:

Upper Quartile

The value below which 75% of the observations in a group of data fall, marking the upper 25% of the data.

Weights

A measure of the heaviness of an object or the importance assigned to elements in a computational operation.

Police Officers

Law enforcement members responsible for maintaining public order, enforcing laws, and preventing, detecting, and investigating criminal activities.

Whiskers

In a box plot, the lines that extend from the quartiles to the furthest data points within a reasonable range, representing the spread of the bulk of the data.