Explanation should include policies related to
- forms of payment
- returns and exchanges
- sales quotas
- pay structures (e.g., sales commission, incentive pay)
- legal and ethical issues.
Process/Skill Questions:
- What are the advantages and disadvantages of commission sales vs. salaried sales?
- How is the sales quota determined? Why are sales quotas important?
- What are the advantages and disadvantages of a liberal return/exchange policy?
- How does a business establish selling policies?
- What legal and ethical issues could arise during the selling process?
- Why is it important for a business to keep pace with changing technology related to purchase transactions?
- Why is it important for a business to have return policies posted?
- What legal and ethical issues must businesses consider in selling their products and services?