Halkco Sells Floor Systems for Semi-Trailers and Train Cars

question 12

Multiple Choice

Halkco sells floor systems for semi-trailers and train cars.The objective of the company is to increase its sales of its replacement flooring systems by 10 percent during the upcoming fiscal year.At its national sales conference (the theme this year was Mining for Prospects) ,its 124 salespeople were told about a sales contest for the upcoming year,"The Klondike Gold Rush".For the contest announcement,top Halkco management was dressed like 19^th century prospectors.The ten winners will be formally recognized at next year's sales convention and receive a half pound gold bar.The salesperson who sells the most replacement flooring will also receive a two-week vacation to British Columbia in Canada.Another 40 salespeople will also be recognized and given a Canadian gold dollar.
-Why is this sales contest doomed to fail?

• A)The company does not have a clearly defined sales objective for the contest
• B)The contest features will produce anxiety among the sales force because they are too exciting
• C)The rewards are likely to be more demotivating than motivating
• D)The company over-sold the sales contest
• E)Nothing is wrong with this contest;it has every reason to succeed

---

Definitions:

Division

The arithmetic operation of dividing one quantity by another, resulting in a quotient and sometimes a remainder.

Multiplication

An arithmetic process that involves multiplying two numbers to achieve their resultant multiplication.

Evaluate

To determine or calculate the value of something.

Exponentiation

The mathematical operation involving the raising of one number to the power of another.