A Sales Manager Has Just Discovered That One of His

question 126

Multiple Choice

A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:

• A) that the sales rep's quota was set too high.
• B) that the sales rep lacks the desire to succeed.
• C) that "all is well" because other salespeople had sales that were at least 20 percent over their quotas.
• D) that the salesperson's performance index is 4 .
• E) nothing thus far-because of the "iceberg principle."

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Definitions:

Supply of Labor

The total amount of labor that workers are willing and able to offer at various wage rates in a given time period.

Wage Rate

The amount of compensation a worker receives per unit of time or per unit of output.

MRP

Material Requirements Planning is a system for planning production schedules and inventory needs.

Marginal Revenue Product

The additional income generated from using one more unit of a resource, used in economics to determine the optimal level of resource employment.