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CR78-87題

Following several years of declining advertising sales, the Greenville Times

reorganized its advertising sales force two years ago. Before the reorganization, the sales force was organized geographically, with some sales representatives concentrating on city-center businesses and others concentrating on different outlying regions. The reorganization attempted to increase the sales representatives’ knowledge of clients’ businesses by having each sales representative deal with only one type of industry or of retailing. After the reorganization, advertising sales increased.

In assessing whether the improvement in advertising sales can properly be attributed to the reorganization, it would be helpful to find out each of the following EXCEPT:

A. Two years ago, what proportion of the Greenville Times’s total revenue was generated by advertising sales?

B. Has the circulation of the Greenville Times increased substantially in the last two years?

C. Has there been a substantial turnover in personnel in the advertising sales force over the last two years?

D. Before the reorganization, had sales representatives found it difficult to keep up with relevant developments in all the types of businesses to which they were assigned?

E. Has the economy in Greenville and the surrounding regions been growing rapidly over the last two years?

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題目：近?

?年廣告銷量下降，Greenville Times 重組了他們的廣告銷售力量。整改前，銷售是按照地理區(qū)域劃分的，有些業(yè)務(wù)人員對城市業(yè)務(wù)熟悉，有些專注不同的偏遠地區(qū)。重組之后，根據(jù)客戶的需求，銷售人員只負責(zé)一種類型的工業(yè)或者零售業(yè)。重組之后，業(yè)務(wù)量上升了。問題：評價廣告銷售增加是不是真的歸結(jié)于重組銷售隊伍，而哪一個選項說得沒有幫助 A 2年前，公司的總收入有多少是來自于廣告收入。只要廣告收入上升了，就可以認為重組是有效的，無關(guān)在總收入的比例，所以這個是沒有幫助是否是重組對廣告銷售有增加 B Greenville Times發(fā)行量有沒有提升。如果發(fā)行量增加，廣告業(yè)務(wù)也會增加，那就不是重組的作用了，可以作為評估。 C 銷售人員個人的營業(yè)額是否比2年前有很大提升。重組之后，如果銷售人員的業(yè)績上升了，說明重組有效。也可以作為評估 D 在整改之前銷售員有沒有覺得同時掌握他們管理的所有種類的業(yè)務(wù)很困難。如果有困難，現(xiàn)在只負責(zé)一種了，業(yè)務(wù)量上升說明重組有效。 E Greenville以及周圍的地區(qū)經(jīng)濟有沒有明顯的發(fā)展。如果是因為地區(qū)機經(jīng)的發(fā)展，業(yè)務(wù)量上升了，那就跟重組沒有關(guān)系，可以評估重組不合適。