SELLING: BUILDING PARTNERSHIPS 9TH EDITION CASTLEBERRY/ TANNER One question in 3
ID: 328996 • Letter: S
Question
SELLING: BUILDING PARTNERSHIPS 9TH EDITION CASTLEBERRY/ TANNER
One question in 3 parts
A. What is the activity of comparing your performance with the best in the organization called?
B. What is the simplest method for classifying your accounts based on the ones that are the most profitable, least profitable, and the ones in-between?
C. Marie has been hired to sell sound systems for arenas, stadiums, and other large venues. During her orientation, she was told that if her manager was doing something that seemed unethical to Marie or simply made her uncomfortable, she could take her problem to upper management. What kind of a policy is Marie's new company using?
Explanation / Answer
Answer A :
The activity of comparing our performance with the best in the organization is called Benchmarking.
Benchmarking is the process of comparing our existing process with the best process in industry so that we can comapre our process with the best process and come out with the improvement actions to bridge the gap between our process and best process.
Answer B:
Account Grouping based on profitability criteria : The simplest method for classifying your accounts based on the ones that are the most profitable, least profitable, and the ones in-between is Account grouping method.
Answer C.
Code of Conduct Policy OR Ethics Management Policy :
Marie has been hired to sell sound systems for arenas, stadiums, and other large venues. During her orientation, she was told that if her manager was doing something that seemed unethical to Marie or simply made her uncomfortable, she could take her problem to upper management. The kind of a policy is Marie's new company using is Code of Conduct Policy or Ethics Management Policy in the organization.
When a manager or subordinate behaves in unethical ways or makes one uncomfortable or do not follow code of conducts at work place, the the code of conduct policy or Ethics management plocy helps the employee to raise his voice and approach to senior management for solution.
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