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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?
What types of changes would you introduce to a newly rebuilt World Trade Center?
Objectives of Motion Study: 1. Combine relative activities. 2. Increases the efficiency of activities. 3. Reduce physical fatigue. 4. Eliminate as many unnece
Explain Downward communication. Downward communication: It moves downward in an organisation. The formal communication in between a subordinate and superior where the superio
What management skills did Jack use as marketing manager for travel products company? And management skills did he use as VP the consumer products firm?
Productivity -Numerically Defined Total factor productivity (TFP) = Pt = Ot/(L+C+R+Q) Partial factor productivity (PFP) = Ot/L or C or Ot/a combination of inputs Pt
What is the average value of a loyal customer (VLC) at Abby''s restaurants (see Chapter 3)? What is the best way to increase revenue given your VLC analysis
Why is it deemed necessary to protect the environment? What does it mean to society? To business? To the individual? To future populations?
Explain the 5-S practice for improving both the physical and thinking environment of an organisation. The 5-S practice is an approach to achieving an organised, clean and stand
Miniature replicas are- a) Subsidiaries structured to mirror that of domestic organizations b) Small scale reproduction of each firm to show at office meetings c) Company
The ABC system is a method of Managing inventory.
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