(for Expert_Researcher)

Question 1

The terms la mordida in Latin America, la bustarella in Italy, and baksheesh in the Middle East all refer to:

		customer entertainment.
		using local middlemen to reach a market.
		the word "sale" in the local language.
		bribery.

Question 2

A time-tested guideline to help sales executives avoid gift giving that is unethical or in bad taste is:

		the giving of gifts to customers and their families should only occur during the holiday season.
		make sure the value of gifts is kept low to avoid the appearance of undue influence on future purchase decisions.
		only give gifts to large prospective customers in the anticipation of an order.
		only give gifts as a "Thank You" for orders received.

Question 3

State laws (and FTC regulations) of the "cooling off" type have the greatest effect on:

		misleading advertising.
		deceptive packaging and labeling.
		price discrimination.
		door-to-door selling.

Question 4

Telemarketing may have many serious ethical problems because:

		the buyer cannot easily say "No".
		the face-to-face confrontation between buyer and seller breeds much mischief.
		the sales representatives sell to customers that they never see or know.
		buyers do not trust telemarketing sales representatives.

Question 5

Price discrimination ______________.

		is widely practiced
		may be illegal
		can be effective
		all of these

Question 6

Marion sells for the Who Company of Whoville. An analysis of the performance of the company's 25 person sales force shows the average sales representative works 250 days a year, makes 4 calls a day, obtains an order averaging $15,000, every 10 calls made. Marion worked 200 days last year during which she made 700 calls which resulted in 50 orders totaling $1,500,000 in sales volume. What was Marion's average order size?

		$7,500
		$30,000
		$50,000
		$150,000

Question 7

Differences in the ethical codes of people arise from _______________________.

		their legal systems
		their age
		the culture in which they were raised
		the level of education

Question 8

Among the following factors, the most difficult to quantify (measure objectively) in a performance evaluation is the sales representative's:

		ability to collect past due accounts.
		ability to "close" a sale.
		cooperativeness and resourcefulness.
		ability to get good shelf space (when selling to supermarkets).

Question 9

A sales representative worked 25 days last month, made 150 calls, and wrote 60 orders for a total sales volume of $200,000. Which of the following is nearest to his batting average?

		0.200
		0.333
		0.400
		0.600

Question 10

The evaluation procedure known as 360 degree feedback involves getting feedback from which of the following?

		the salesperson's peers
		the salesperson's clients
		the salesperson's subordinates
		all of these

Question 11

As a sales manager for a baby food concern, you want to evaluate the ability of your representatives to obtain good shelf space in grocery stores. How would you do this? Before implementing this process, you call a meeting of your reps to explain your evaluation process to them. What would you say?

Question 12

“Let’s face it. Our product is no different from that of 20 other competitors. It sells for the same price and for the same terms. We all give the same service. It really doesn’t matter to the buyer which of us gets the order. So the only way we can get an edge is through our aggressive entertainment and gift program. We work hard at making our buyers happy with us. They enjoy doing business with us.” Do you see any ethical problems involved here? What possible consequences are there to the company? What would you do differently, if anything?

Case Study

Select one of the following topics. CSU requires that students use the APA format. Therefore, the APA rules for

formatting, quoting, paraphrasing, citing, and listing of sources are to be followed. You may use outside sources and may

include Internet sources, books, and professional journals or resources related to the profession.

Topic One: Read Case A-5, Hanover-Bates Chemical Corporation, on page 543 of the textbook. You are assisting Jim

Sprague in his new role.

Respond to these questions:

1. Evaluate the performance of the northeast district in comparison with the other Hanover-Bates sales districts.

2. What are the weak spots in the northeast district's performance?

3. What should management do to improve areas of poor performance in the northeast district?

4. What should Jim Sprague do to improve management of his sales reps?

Topic Two: Read Case A-6, Chemgrow, Inc., on page 547 of the textbook.

Respond to these questions:

1. What decisions would you make with regard to which is the most productive region, who is the most outstanding

salesperson, and who are the most valuable customers?

2. What computer report should be generated on a regular basis to assist the managers in their evaluations?

3. Write a memo to Mr. Kee justifying your decisions and supporting the new computer report you are requesting.

To submit your completed Case Study upload your assignment using the link provided in Unit VIII. Do not e-mail your

paper directly to your professor. By uploading your assignment using Blackboard, your university record will

automatically be updated to indicate you have submitted your paper and it will be provided to your professor for grading.