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

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Definitions:

Performance Measurement

The process of evaluating how effectively a business or its various components are achieving key objectives and goals.

Industry

The sector of an economy that is characterized by the production and manufacturing of goods or services within a particular field.

Recent Event

Refers to an occurrence or happening that took place in the near past.

Logistics Management

Planning, implementing, and controlling the efficient and effective forward and reverse flow and storage of goods, services, and related information.