A Company Decides to Split One of Its High-Performing Territories

question 35

Multiple Choice

A company decides to split one of its high-performing territories into two.The company has also decided to retain the existing salesperson for working in one of the territories and to appoint a new salesperson for the other.This decision would most likely result in the unethical treatment of:

• A) the existing salesperson in the territory.
• B) the new salesperson appointed to the territory.
• C) the key accounts in the territory.
• D) the customers in the sales territory.
• E) the wholesalers in the territory.

Appreciate the complexity of the decision-making process and the potential non-linear paths managers might follow.

Identify the advantages and disadvantages of group-aided decision making.

Understand the impact of mental locks on creativity and strategies to overcome them.

Acknowledge the importance of problem identification in effective problem-solving.

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Definitions:

Alignment Process

The method of adjusting and coordinating a company's strategy, operations, and resources with its objectives, culture, and external environment.

Key Stakeholders

Individuals or groups with vested interests in the outcome of a project or process.

Goals

The targets or outcomes that an individual, team, or organization aims to achieve within a specified timeframe.

Common Understanding

A mutual agreement or shared knowledge among a group of individuals, often essential for effective communication and collaboration.