Doug Selkirk Is a Sales Manager for IBM

question 94

Multiple Choice

Doug Selkirk is a sales manager for IBM. He has asked his assistant to prepare an analysis that shows what percent over or under quota each sales rep was during the last year. This is an example of

• A) using natural accounts.
• B) the contribution-margin approach.
• C) sales analysis.
• D) target market analysis.
• E) performance analysis.

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Definitions:

Administrative Law Judge

A federal or state official who conducts hearings and makes decisions on disputes involving administrative law.

Federal Trade Commission

An independent agency of the United States government, established in 1914 to prevent anticompetitive, deceptive, and unfair business practices.

Administrative Dispute Resolution Act

U.S. legislation that promotes the use of alternative dispute resolution processes, such as arbitration and mediation, in the administrative process of federal agencies.

Arbitration

A method of resolving disputes outside the courts, where the parties to a dispute refer it to one or more arbitrators by whose decision (the "award") they agree to be bound.