Tower Fasteners Developed a Commanding Position in the Fastener Industry

question 28

Multiple Choice

Tower Fasteners developed a commanding position in the fastener industry by carrying in stock over 150,000 different types of fasteners.Tower's primary market is defined as companies with a need for specialized fasteners.All of the following are characteristics of the buying organization that Tower can use for segmentation EXCEPT:

• A) psychographic variables
• B) the method the company uses to make purchases
• C) geographic location
• D) personal characteristics of purchase decision makers
• E) company size

Identify and describe different measures used in quantitative assessments of sales performance.

Recognize the use of behavioral measures in evaluating salesperson performance.

Understand the importance of customer satisfaction and its inclusion as a performance metric.

Describe the role and significance of sales quotas in sales management.

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Definitions:

Control

The process of regulating organizational activities to make them consistent with the expectations established in plans, targets, and standards of performance.

Centralization of Power

The concentration of authority and decision-making autonomy in a small group or a central location within an organization or system.

20th Century

The period from January 1, 1901, to December 31, 2000, marked by significant global changes, including scientific advancements and two world wars.

Mixed-Sex Groups

Groups composed of both male and female members, interacting and working together.