In the Context of Evaluating and Controlling Sales Representative, the Primary

question 89

Multiple Choice

In the context of evaluating and controlling sales representative, the primary control tool used by American sales managers is the:

• A) threat of termination.
• B) quota system.
• C) incentive system.
• D) attraction of a foreign assignment.
• E) threat of foreign postings.

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Definitions:

Incremental Overhead Costs

Additional overhead expenses directly resulting from a specific business decision or activity.

Relevant Costs

Costs that should be considered when making decisions because they will be affected by the decision.

Markup Percentage

The percentage difference between the cost of a good or service and its selling price, indicating the gross profit margin.

Opportunity Cost

The loss of potential gain from other alternatives when one alternative is chosen.