Unlike the Japanese, the American Sales Managers Do Not Have

question 4

Multiple Choice

Unlike the Japanese, the American sales managers do not have to worry about the problem of motivating poor performers. Which of the following is the reason for this situation?

• A) The group incentive system balances pay differences and thus is motivating enough.
• B) Companies are more focused on long-term loyalty and are willing to compromise on performance initially.
• C) Sales personnel are shifted to areas where their performance levels can meet expectations.
• D) The system of peer-mentoring takes care of the progress of low performers.
• E) The team usually does not have any low performers as they either quit or are fired.

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Definitions:

Predetermined Overhead Rate

A rate calculated before a period begins, based on the estimated overhead costs and estimated activity base, used to allocate overhead to products or services.

Machine-Hours

A unit of measure indicating the operational time of machines in manufacturing processes, key to determining overhead rates and productivity.

Direct Labor-Hours

The total hours of work directly involved in manufacturing goods or delivering services, often used as a basis for allocating overhead.

Casting

A process in manufacturing where a liquid material is poured into a mold which contains a hollow cavity of the desired shape and then allowed to solidify.