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Question: How Best to Control the Sales Force?
Form groups of three or four people, and appoint one member as the spokesperson who will communicate your findings to the class when called on by the instructor. Then discuss the following scenario:
You are the regional sales managers of an organization that supplies high-quality windows and doors to building supply centers nationwide. Over the last three years, the rate of sales growth has slackened. There is increasing evidence that, to make their jobs easier, salespeople are primarily servicing large customer accounts and ignoring small accounts. In addition, the salespeople are not dealing promptly with customer questions and complaints, and this inattention has resulted in poor after-sales service. You have talked about these problems, and you are meeting to design a control system to increase both the amount of sales and the quality of customer service.
1. Design a control system that you think will best motivate salespeople to achieve these goals.
2. What relative importance do you put on (a) output control, (b) behavior control, and (c) organizational culture in this design?
A male sued Southwest Airlines after he was not hired as a flight attendant because he was male. The airline argued that being female was a BFOQ for being.
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From the case study, suggest at least three strategies (not discussed in the case study) to successfully conduct multilevel planning. Explain each strategy.
How Would You Handle This Transfer Request? You are the manager of a surgical unit. Many novice nurses apply to your unit to perfect their basic skills.
The following table gives the monthly salary of academic staff of a college. Calculate the simple and weighted arithmetic means of their monthly salary. Which of these averages is most appropriate and why?
One design problem in the development of survey instruments concerns the sequence of questions. What suggestions would you give to researchers designing.
Research this topicby finding specific cases/examples of the action you believe is ethically questionable, any guidelines about this action within industry guidelines (such as AMA or DMA codes of ethics),academic research on the topic and coverage in..
I need to provide a problem/opportunity statement and find companies for three of the course concepts as it relates to Classic Airline. Here is my problem Statement, please help me find companies: Classic Airlines must regain its members and emplo..
Create the PowerPoint presentation for the executive committee and CIO of Riordan Manufacturing. Format according to APA guidelines. Submit your assignment using the Assignment Files tab above.
In 2005 when Carolyn Bivens became commissioner of the Ladies Professional Golf Association (LPGA), she was surprised to learn that 70 percent of tournaments were losing money. Many of these events hardly compensated the tour for its support.
Give a brief history and the development of each theory. Discuss why the principles are important for managers in the workplace.
An order for 125,000 units of product A for a reduced price of $1.25. I have capacity to fill the order and this is a one-time only customer. My normal price is $2.00 and my product cost is $1.40 per unit. My per unit product costs are: direct materi..
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