Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:

Related MCQs

• John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
• _________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps)
• The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.
• Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.
• Sales management is the ………………….of sales staff, and the tracking and reporting of the company’s sales.
• ………………….organization is extensively used in similar firms are those dealing in a narrow product line, or selling in a limited geographic area.
• Sales organization is the ………….through which a sales manager’s philosophy is translated into action
• Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT
• Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
• All of the following would be major sales force management decision steps EXCEPT: