Roush Performance Quiz

What was the main reason Jacqueline Holliday was hired by Roush Performance?

• To design a new engineering product

• To bring a new perspective to Roush's business operations

• To manage the Global Sales team

• To reduce the sales force

What is one of the challenges Roush Performance faced in their sales strategy as mentioned by Jacqueline Holliday?

• The engineering team was not innovative enough

• The top two salespeople generated a disproportionate amount of total sales revenue

• The sales team was too large

• The products were not meeting quality standards

What change did Jacqueline Holliday propose during the meeting?

• To invest more in engineering technology

• To expand the product portfolio

• To change the sales force compensation scheme

• To increase the number of salespeople

According to the text, what has Roush Performance concentrated on since its inception?

• Marketing and sales diversification

• Engineering technology and product diversification

• Expanding their global sales team

• Reducing the number of engineers

What is the primary means of Roush’s go-to-market strategy?

• Online marketing

• Personal selling

• Television advertising

• Print media campaigns

According to the industry report mentioned in the document, what market trend was observed for trucks and SUVs?

• The demand for trucks and SUVs was decreasing.

• The demand for trucks and SUVs was stable.

• The demand for trucks and SUVs was increasing.

• The demand for trucks and SUVs was not mentioned.

What concern did Holliday have regarding the existing sales force compensation plan at Roush Performance?

• It was too complex for the salespeople to understand.

• It only provided a fixed salary with no variable component.

• It could only continue to aggravate the aforementioned problems.

• It was not providing enough incentives for the salespeople.

What was one of the reasons Holliday wanted to introduce a fixed salary component to the sales force compensation plan?

• To eliminate the need for a variable commission component.

• To provide some income stability to the sales force.

• To reduce the overall cost of the compensation plan.

• To incentivize the sales force to focus only on immediate outcomes.

What was Thompson's primary concern about changing the incentive program for the sales force at Roush Performance?

• It would not be fair to the salespeople.

• It would not incentivize growth.

• It could have permanent negative consequences.

• It would be too difficult to implement.

What did Jack Roush form in 1988?

• Roush Performance

• Roush Enterprises Inc.

• A partnership with Wayne Gapp

• A subsidiary for Ford-branded racing vehicles