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:

Synapse

The junction between two neurons or between a neuron and a muscle, where electrical or chemical signals are transmitted across the gap.

DNA

Deoxyribonucleic acid, a molecule that carries genetic instructions used in growth, development, functioning, and reproduction of all known living organisms and many viruses.

Geneticists

Scientists who study genes, genetic variation, and heredity in living organisms.

Identical Twin

A twin resulting from the fertilization of a single egg that then splits, sharing exactly the same genetic material.