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1. The chapter mentions the theory of transaction cost analysis (TCA). What role does TCA play in the decision to use a company sales force rather than independent manufacturers' agents? 2. The chapter describes the process to follow to develop territories. 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? 3. Although many different kinds of tests exist, their ability to predict sales performance has been weak. How do your account for this?4. A sales representative for the High Speed Technologies is faced with a demand from an important customer that is in direct conflict with company policies. The customer wants several product modifications with no change in price. What can the sales rep do to handle this conflict? 5. How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?
1) An organization following a differentiation strategy would most likely offer a compensation mix which was made up of: a. performance bonus. b. comprehensive benefits. c
Evaluate: Evaluate the information security issues facing the government and identify its three biggest concerns. Application: Demonstrate how the government can use authentication
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State how production standards place managements and unions at odds against each other. Why do some unions prefer the right to strike in this matter while others prefer arbitration
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Some IMC campaigns that seemed obvious to me as a consumer include Apple and Microsoft product launches where they do a lot of push strategies, e.g. getting product to retailers, s
Why do firms segment consumer markets?
Obsolete technology can cost an organisation its customers.Explain the role of computers in production and operations management
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