question 5-21"Which management function are involved in setting goals and measuring performance?"

exercising your ethics TIME FOR THE AX? surprised. She's not hard working and often leaves work early to The Situation play golf. Bill, on the other hand, has been with the company a long time and is widely respected for his work ethic. However, You are the sales manager for a well-established medical he's struggling to care for his sick mother and fell 7 percent equipment company. You've been with the company a long below his quota. You know that control is an important part of time and generally, you really enjoy your job. The company's being a manager, but you're unsure what to do. The company new president is interested in proving herself and has set a president has asked to meet with you tomorrow to discuss the goal of 10 percent sales growth per year. Each sales representa situation tive has a quota that they are expected to meet. Those who ex- ceed their quota will receive a bonus, and those who fall short QUESTIONS TO ADDRESS of their quota will be fired or placed on probation. 5-21. Which management functions are involved in setting The Dilemma goals and measuring performance? Your sales staff have worked really hard over the past year 5-22. What are the ethical issues in this situation? to meet their new quotas. Six of the eight representatives met 5-23. What do you think most managers would do in this their quotas and received bonuses. However, two others have situation? fallen below. Jane fell 2 percent short of her quota and you're not 5-24. What would you do