-Refer to Exhibit 2-9

question 156

Multiple Choice

-Refer to Exhibit 2-9.Who has the comparative advantage in the production of good B?

• A) Alex
• B) Adam
• C) Both Alex and Adam
• D) Neither Alex nor Adam

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Definitions:

Sales Contest

A short-term incentive designed to elicit a specific response from the sales force.

Bonus

A payment made at management’s discretion when the salesperson attains certain goals; usually given only periodically, such as at the end of the year.

Sales Management

Involves the planning, direction, and control of personal selling activities, including recruiting, selecting, training, motivating, compensating, and evaluating, as they apply to the sales force.

Personal Selling Activities

Direct interaction between sales representatives and potential customers to persuade the customer to make a purchase.