Mark Caffrey, Vice President of Sales at Samson Pharmaceuticals, Manages

question 84

Multiple Choice

Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of ten employees. Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than one year. The other six salespeople have been with Samson anywhere from three to seven years. Mark recently received the annual sales report and noticed that sales have been dropping steadily over the last year. Mark is considering the idea of providing training to his sales team as a way to boost sales.
All of the following questions are relevant to Mark's decision to implement a training program for his sales team EXCEPT:

• A)What methods are used for recruiting and interviewing individuals for sales positions?
• B)Does every salesperson understand what his or her performance standards are?
• C)What tools are available to sales team members to help them work efficiently?
• D)What were the results of attitude surveys distributed to the sales team?

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Definitions:

Classroom

A room or space, often within a school, where teaching and learning activities are conducted under the guidance of a teacher or instructor.

Social Interactions

The ways in which people respond to one another, including actions, communications, and transactions among individuals or groups.

Internal Attribution

The process of explaining one's own or another's behavior as due to personal, internal characteristics rather than external factors.

Ballet Dancing

A form of performance dance that originated in the Renaissance courts of Europe and has evolved into a highly technical form of dance with its own vocabulary.