A Job Description for Salespeople Is Least Likely to Be

question 27

Multiple Choice

A job description for salespeople is least likely to be used when:

• A)Establishing a territorial structure for the sales force.
• B)Determining the company's sales potential in new markets.
• C)Establishing a sales training program.
• D)Deciding on the method of supervising the salespeople.
• E)Designing an expense-payment plan for salespeople.

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Definitions:

Direct Materials

Raw materials that are directly incorporated into a finished product and can be easily traced to it.

Discretionary Fixed Costs

Discretionary fixed costs refer to fixed costs that can be altered in the short term by current managerial decisions, such as advertising or research and development expenses.

Management Decisions

These are choices made by the executives of a company affecting its direction and operation.

Planning Horizon

The future time period over which plans are made and resources are allocated.