Ethical considerations are most likely to arise when the recruiting source for salespeople is:

Assignment: Multiple Choice 7

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Answer the following 10 Questions below, please use my course textbook ONLY.

ANSWERS IN BOLD Course Textbook Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin. Question 1  Which of these statements regarding the use of part-time salespeople is correct? a)The use of these representatives is decreasing as companies build full-time sales forces. b)One problem with part-time salespeople is that they are difficult to contact. c)They are usually flexible in their availability. d)Companies should not use part-time representatives for promotional types of selling. Question 2  Which of the following is the greatest limitation of a geographical territory type of sales organization? a)It is difficult to set up sales territories. b)It is a high-cost type of organization. c)Sales reps may not have the necessary expertise in all the products they sell. d)Large customers cannot be serviced properly. Question 3  The Civil Rights legislation affecting sales forces is least likely to apply to: a)compensation for men and women. b)methods of supervising the sales force. c)hiring practices. d)promotions from sales jobs to manager’s positions. Question 4  When a sales force is organized by product lines: a)more than one sales rep may call on the same customer. b)a firm cannot effectively use staff assistants who specialize by product line. c)this is not a good structure for selling complex, technical products. d)usually each customer is called on by only one salesperson in the company. Question 5  If a company plans to increase the extent to which it practices relationship marketing versus transaction marketing with its current customers, this is likely to: a)decrease the number of representatives it will need. b)have no impact on the number of representatives it will need. c)increase the number of representatives it will need. d)increase the number of telemarketers it will need. Question 6  An improvement in the sales representative’s selection process should lead to: a)a switch to on-the-job training programs. b)more salespeople being paid a straight commission. c)fewer sales jobs. d)a reduction in the rate of turnover on the sales force. Question 7  The job description for a certain sales job is not likely to be used for: a)forecasting sales in a salesperson’s territory. b)determining the content of a sales training program. c)evaluating a sales representative’s performance. d)designing a sales compensation plan. Question 8  With regard to the roles of the buying center, a purchasing agent is almost always the ____________ a)influencer b)buyer c)decider d)gatekeeper Question 9  Ethical considerations are most likely to arise when our recruiting source for salespeople is: a)plant or office workers in our firm. b)employment agencies. c)noncompetitive firms selling products related to ours. d)competitor’s sales forces. Question 10  According to the text, future selection criteria for salespeople are likely to include: a)great team-player and high computer literacy. b)multi-media skills and highly independent. c)great closer and works well under pressure. d)knows several languages and other cultures.

You must proofread your paper. But do not strictly rely on your computer’s spell-checker and grammar-checker; failure to do so indicates a lack of effort on your part and you can expect your grade to suffer accordingly. Papers with numerous misspelled words and grammatical mistakes will be penalized. Read over your paper – in silence and then aloud – before handing it in and make corrections as necessary. Often it is advantageous to have a friend proofread your paper for obvious errors. Handwritten corrections are preferable to uncorrected mistakes.

Use a standard 10 to 12 point (10 to 12 characters per inch) typeface. Smaller or compressed type and papers with small margins or single-spacing are hard to read. It is better to let your essay run over the recommended number of pages than to try to compress it into fewer pages.

Likewise, large type, large margins, large indentations, triple-spacing, increased leading (space between lines), increased kerning (space between letters), and any other such attempts at “padding” to increase the length of a paper are unacceptable, wasteful of trees, and will not fool your professor.

• The paper must be neatly formatted, double-spaced with a one-inch margin on the top, bottom, and sides of each page. When submitting hard copy, be sure to use white paper and print out using dark ink. If it is hard to read your essay, it will also be hard to follow your argument.

ADDITIONAL INSTRUCTIONS FOR THE CLASS

Discussion Questions (DQ)

• Initial responses to the DQ should address all components of the questions asked, include a minimum of one scholarly source, and be at least 250 words.
• Successful responses are substantive (i.e., add something new to the discussion, engage others in the discussion, well-developed idea) and include at least one scholarly source.
• One or two sentence responses, simple statements of agreement or “good post,” and responses that are off-topic will not count as substantive. Substantive responses should be at least 150 words.
• I encourage you to incorporate the readings from the week (as applicable) into your responses.

Weekly Participation

• Your initial responses to the mandatory DQ do not count toward participation and are graded separately.
• In addition to the DQ responses, you must post at least one reply to peers (or me) on three separate days, for a total of three replies.
• Participation posts do not require a scholarly source/citation (unless you cite someone else’s work).
• Part of your weekly participation includes viewing the weekly announcement and attesting to watching it in the comments. These announcements are made to ensure you understand everything that is due during the week.

APA Format and Writing Quality

• Familiarize yourself with APA format and practice using it correctly. It is used for most writing assignments for your degree. Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for APA paper templates, citation examples, tips, etc. Points will be deducted for poor use of APA format or absence of APA format (if required).
• Cite all sources of information! When in doubt, cite the source. Paraphrasing also requires a citation.
• I highly recommend using the APA Publication Manual, 6th edition.

Use of Direct Quotes

• I discourage overutilization of direct quotes in DQs and assignments at the Masters’ level and deduct points accordingly.
• As Masters’ level students, it is important that you be able to critically analyze and interpret information from journal articles and other resources. Simply restating someone else’s words does not demonstrate an understanding of the content or critical analysis of the content.
• It is best to paraphrase content and cite your source.

LopesWrite Policy

• For assignments that need to be submitted to LopesWrite, please be sure you have received your report and Similarity Index (SI) percentage BEFORE you do a “final submit” to me.
• Once you have received your report, please review it. This report will show you grammatical, punctuation, and spelling errors that can easily be fixed. Take the extra few minutes to review instead of getting counted off for these mistakes.
• Review your similarities. Did you forget to cite something? Did you not paraphrase well enough? Is your paper made up of someone else’s thoughts more than your own?
• Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for tips on improving your paper and SI score.

Late Policy

• The university’s policy on late assignments is 10% penalty PER DAY LATE. This also applies to late DQ replies.
• Please communicate with me if you anticipate having to submit an assignment late. I am happy to be flexible, with advance notice. We may be able to work out an extension based on extenuating circumstances.
• If you do not communicate with me before submitting an assignment late, the GCU late policy will be in effect.
• I do not accept assignments that are two or more weeks late unless we have worked out an extension.
• As per policy, no assignments are accepted after the last day of class. Any assignment submitted after midnight on the last day of class will not be accepted for grading.

Communication

• Communication is so very important. There are multiple ways to communicate with me: 
  • Questions to Instructor Forum: This is a great place to ask course content or assignment questions. If you have a question, there is a good chance one of your peers does as well. This is a public forum for the class.
  • Individual Forum: This is a private forum to ask me questions or send me messages. This will be checked at least once every 24 hours.