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Sales Management
1. After territories have been developed, changes may occur that indicate the territories need to be realigned. What changes can you identify that indicate the need for realignment? How would you go about the process of realigning territories? How would you implement the changes?
2. Sales support personnel include customer service reps, account coordinators, sales assistants, and others whose efforts have a critical impact on a sales force's success. The chapter discusses motivation from the perspective of the sales force. How would you apply the concepts discussed in the chapter to sales support personnel? What can a company do to motivate sales support personnel?
What competitive forces are shaping the computer industry in 1993? What has been the state of Dell prioir to and in 1993?Its's customersbase? its;s product quality and product devlopment process?
At the end of the year, it had a market value of $12 million even though it experienced a loss, or negative net income, of $2.5 million. Did the analyst's prediction prove correct? Explain using the values of total annual return.
What are the differences and similarities in the two approaches? Discuss which one appeals to you the most and how that preference might affect your decision-making as a leader.
Explain how Bibliofind might have used firewalls to prevent the intruders from gaining access to its transaction servers.
Draw up a business plan for your new venture, Recognize the information needs of bankers and equity investors, Be able to present the plan effectively.
Have you ever felt peer pressure to act more in accordance with the behavioral norms of a group? Have you ever engaged in a little social loafing? Have you ever lost your head and been caught up in a group's destructive actions?
To receive full credit for this requirement, turn in an In the News... project. The project may draw on items from the online environment, newspapers, magazines, and websites to provide current examples (within the last year) of course-related top..
discuss risk takingwhen making a decision how do you see yourself as a risk taker? are you risk-averse or do you
Sales Commissions Mitch Little started to question the conventional wisdom on sales commissions in the late 1990s, shortly after he became vice president for worldwide sales and applications at Microchip Technologies, a large semiconductor compan..
The 1920 Farrow's Bank Failure: A Case of Managerial Hubris 1. How did corporate culture, leadership, power, and motivation affect Thomas' level of managerial hubris? 2. Relate managerial hubris to ethical decision making and the overall impact on th..
1. What are the principal methodologies for modeling and designing systems? 2. What are alternative methods for building information systems? 3. What are new approaches for system building in the digital firm era?
What is your favorite or preferred method of forecasting? Substantiate your choice.
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