Katerina is told by her sales manager do whatever you

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87. Katerina is told by her sales manager, "Do whatever you need to do to get the sale," yet the company has a series of ethical selling standards. Katerina faces the ethical problem of: A. customer relationship management. B. sales force compensation inequity. C. limited commission reinforcement. D. getting mixed signals from her sales manager. E. unqualified lead generation. 88. The best way for sales managers to instill ethical behavior in the sales force is to: 89. Trusting and ethical long-term relations with customers may take years to develop. A single ethical lapse, or even the appearance of unethical behavior, will most likely: 90. __________ involves the planning, direction and control of personal selling activities, including recruitment, selection, training, motivation, compensation and evaluation of members of the sales force.
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91. Harvey is creating a sales force for his new hydrogen-powered vehicles company. Which of the following will Harvey need to address? A. Should I create a comp force or use manufactu B. Will the salespeople work individually or in teams? C. Will the primary function of the salespeople be to get or D. Should I compensate salespeople using straight commi E. all of these. 92. When Motorola first entered the Mexican marketplace, the company wanted direct control of salespeople in major urban markets but was not as concerned about control in smaller areas of the country. Motorola probably used __________ in major urban areas and __________ in smaller areas of Mexico. A. a company sales force; manufacturer's reps B. manufacturer's reps; customer relationships C. manufacturer's reps; a company sales force D. independent agents; manufacturer's reps E. order takers; selling teams 93. Companies often employ manufacturer's representatives:
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