Hank Is a Sales Manager at IBM

question 188

Multiple Choice

Hank is a sales manager at IBM. He is analyzing sales reports and interviewing key personnel in his department to find out what traits and activities his most successful salespeople share in common. He also wants to determine some of the traits that unsuccessful salespeople have had so he knows what to avoid. Hank plans to use this to develop a set of requirements for future salespeople, as well as to be aware of potential weaknesses that could lead to failure. Hank is most likely performing these activities because he is

• A)determining sales force size.
• B)establishing sales force objectives.
• C)compensating salespeople.
• D)recruiting and selecting salespeople.
• E)motivating salespeople.

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Definitions:

Responsibility

The obligation to carry out duties or tasks effectively and being accountable for the outcomes.

Autonomy

The degree of independence and self-determination in people or organizations, often related to decision-making and freedom of action.

On-the-job Training

A hands-on method of teaching the skills, knowledge, and competencies needed for employees to perform a specific job within the workplace.

Mentoring

A relationship in which a more experienced or knowledgeable person helps to guide a less experienced or knowledgeable person.