If a District Sales Manager Is Assigned a Volume Quota

question 67

Multiple Choice

If a district sales manager is assigned a volume quota but is not allowed any voice in the selection of his salespeople,which principle of organization is violated?

• A)Relationship of responsibility and authority.
• B)Provision for flexibility and stability.
• C)Proper span of control.
• D)Need for balance and coordination.
• E)Provision for centralization.

Comprehend the qualifying process using the MAD acronym and its role in the sales process.

Understand the process of prospecting and its significance in identifying potential customers.

Recognize the steps involved in the selling process and their sequence.

Identify effective strategies for new prospect acquisition and its importance in sales sustainability.

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Definitions:

Oligopolies

Market structures in which a few companies dominate the industry, limiting competition and potentially leading to higher prices for consumers.

Collusion

A secret or illegal cooperation between parties, typically to cheat or deceive others, often seen in contexts like business practices or trade.

Market Share

The percentage of total sales volume in a market captured by a brand, product, or company.

Herfindahl-Hirschman Index

A measure of market concentration used to determine the level of competition within an industry, calculated by squaring the market share of each firm within the industry.