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Ingram et al. (2015) explain how a manager evaluating the sales organization's effectiveness might reach different conclusions depending on whether they analyze sales dollars or sales units:
Analysis of sales dollars or sales units provides different evaluative information. It is possible that by analyzing only sales dollars all districts in a region might show substantial sales growth. But, when sales units are introduced, the dollar sales growth for all districts could be attributed almost entirely to price increases if units sold increased only minimally during the evaluation period. Sales figures likewise could be distorted by selling more lower-priced products or by granting larger price concessions. (Chapter 9, p.4)
Combine this information with the passage above. Think about the following questions:
"Raising the bar" is a common saying in the corporate world. How does the way in which the bar is set (e.g., using concepts described above, such as dollar or units) affect salesperson perception and motivation?
What issues may arise in measuring individual sales performance in light of overall team sales performance in terms of dollars versus units?
Describe key elements required to provide proper healthcare from financial and operative perspectives, while maintaining focus on disbursements of healthcare services.
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In a short essay, list and discuss the three critical individual variables that would affect how individuals approach resolving an ethical dilemma. In a short essay, list and discuss the six components of moral intensity. In a short essay, list and d..
Consider a single server queuing system. A customer arrives every .6 minutes. It takes the cashier 20 seconds on average to cash out a customer.
A transshipment center receives incoming trucks at its loading dock; on average, 1.2 trucks arrive each hour. There is currently a team of two workers at the dock, who unload each shipment in about 30 minutes
Compare and contrast the European and North American freight transportation systems, globalized trade, and global policy implications.
Forecasts and actual sales of MP3 players at Just Say Music are as follows: Month Forecast Actual Sales March 150 170 April 220 229 May 205 192 June 256 241 July 250 238 August 260 210 September 270 225 October 280 179. Plot the data and provide insi..
Lucy supplies Whole Foods with small jars of incense-fragranced shea butter at $8 each, with a variable cost of $3, and that has a retail price at Whole Foods of $12. She invested $75,000 in fixed costs and aims to earn a profit of $150,000 in one ye..
Compute the capitalized cost of perpetual service at i = 6.1%. Enter your answer as a POSITIVE number.
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