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Some of the largest sales organizations in the U.S. are experimenting with ranking their sales reps based on performance metrics. Sales professionals are split on whether or not ranking is appropriate. At GE, for example, the top 20% get significant bonuses; the bottom 10% typically get fired.
Some say this is heartless and cruel and only serves to destroy teamwork. Others feel that it is a strong motivator and that not doing so is a management failure and a form of false kindness.
As a sales manager, would you rank your sales reps? Why or why not?
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What are other businesses or areas that have been impacted by changing communication technology?
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The success or failure of a start-up is largely determined by the smarts and management ability of the entrepreneur and effective communications.
If AT&T had merged with T-Mobile, would the merger have violated antitrust laws? Why, or why not?
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The line managers in the production department have heard a lot of good things about value chain management. They heard that you have done considerable research on this topic. They have come to your office today to discuss value chain management wi..
How do you think “traits” differ from “strengths”? How do these traits work together with power?
Under Armour: Discuss some of the aspects of consumer behavior such as stages of the decision process, Freudian theory, reference groups, family, situational factors, culture, etc. Discuss the importance of knowing about consumer behavior prior to de..
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