Regarding the Management of an Increasingly Diverse Sales Force,sales Executives

question 29

Multiple Choice

Regarding the management of an increasingly diverse sales force,sales executives should recognize that:

• A)Female sales reps are rarely successful.
• B)To remain competitive,sales managers need to capitalize on the strengths of everyone in our diverse population.
• C)Sales forces are becoming younger and younger.
• D)Recruiting minority salespeople has always been easy - yet sales managers have been reluctant to do it.
• E)Women represent only a small percentage of sales workers.

Understand the basic theories of motivation and their key concepts.

Identify the factors that contribute to an effective organizational climate.

Distinguish between intrinsic and extrinsic motivators and their effects on employees.

Recognize the significance of Maslow's hierarchy of needs in understanding employee motivation.

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Definitions:

Safety Inventory

Additional stock kept to mitigate the risk of stockouts and production halts due to fluctuations in demand and supply chain disruptions.

Supply Chain Manager

An expert in charge of supervising and directing the strategy and operations of a corporation's supply chain and logistics.

Replenishment Cycle

The recurring process of restocking sold-out or used products in inventory to maintain a desired stock level.

ESC (Expected Shortage per Cycle)

A metric used in inventory management forecasting the expected stockout quantity for a given inventory cycle, aiding in optimization and planning.