Exam 14: Assessing the Performance of the Sales Force and the People Who Comprise It

Of the five types of evaluation bias,which one punishes a person who has made the same efforts but fewer results than another person?

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(Multiple Choice)

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Question 1

Correct Answer:

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All of the following are reasons a sales force may have missed sales goals EXCEPT:

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(Multiple Choice)

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Question 2

Correct Answer:

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Explain how a manager can look at input measures to determine that different sales reps are using different sales strategies.

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(Essay)

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Question 3

Correct Answer:

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Managers can tell by looking at input measures what the salesperson's strategy is,based on where the salesperson is doing more activity.A manager can tell,for example,whether salespeople are focusing on making deeper relationships with a few customers or on talking to as many as possible.

ROI and ROAM are both measures that assess a return on profit.

(True/False)

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Question 4

Halo effect is the worst of the five types of evaluation bias.

(True/False)

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Question 5

Information gathered by territory,salesperson,or product about sales by volume,quota,and other measures is referred to as:

(Multiple Choice)

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Question 6

To encourage salespeople to keep costs down and increase gross sales margins,companies are beginning to:

(Multiple Choice)

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Question 7

What do ROI and ROAM stand for? Do they measure the same thing? Explain.

(Essay)

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Question 8

What are the elements of the four-factor model of evaluation? What makes this a useful measure?

(Essay)

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Question 9

What is the difference between a sales analysis and a cost analysis? Which one is more important?

(Essay)

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Question 10

Outcome measures are more important to assess for individual salespeople than input measures are.

(True/False)

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Question 11

The main problem with informal evaluations of personnel is that those evaluations cannot help but be:

(Multiple Choice)

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Question 12

A comprehensive performance evaluation form has space for all of the following information EXCEPT:

(Multiple Choice)

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Question 13

Return on investment (ROI)is a simple calculation that allows managers to compare:

(Multiple Choice)

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Question 14

Lost accounts and cancelled orders are considered part of:

(Multiple Choice)

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Question 15

A full picture of profitability can be assessed by looking at the sales margins a salesperson produces.

(True/False)

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Question 16

A detailed sales analysis can show a sales manager:

(Multiple Choice)

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Question 17

Salespeople who don't hit their sales goals will be terminated.

(True/False)

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Question 18

The many cultural differences across different countries mean that performance reviews for employees in foreign countries:

(Multiple Choice)

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Question 19

It is important for sales managers to know what and how their sales reps are doing in real time for all of the following reasons EXCEPT:

(Multiple Choice)

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Question 20

Showing 1 - 20 of 65

Of the five types of evaluation bias,which one punishes a person who has made the same efforts but fewer results than another person?

All of the following are reasons a sales force may have missed sales goals EXCEPT:

Explain how a manager can look at input measures to determine that different sales reps are using different sales strategies.

ROI and ROAM are both measures that assess a return on profit.

Halo effect is the worst of the five types of evaluation bias.

Information gathered by territory,salesperson,or product about sales by volume,quota,and other measures is referred to as:

To encourage salespeople to keep costs down and increase gross sales margins,companies are beginning to:

What do ROI and ROAM stand for? Do they measure the same thing? Explain.

What are the elements of the four-factor model of evaluation? What makes this a useful measure?

What is the difference between a sales analysis and a cost analysis? Which one is more important?

Outcome measures are more important to assess for individual salespeople than input measures are.

The main problem with informal evaluations of personnel is that those evaluations cannot help but be:

A comprehensive performance evaluation form has space for all of the following information EXCEPT:

Return on investment (ROI)is a simple calculation that allows managers to compare:

Lost accounts and cancelled orders are considered part of:

A full picture of profitability can be assessed by looking at the sales margins a salesperson produces.

A detailed sales analysis can show a sales manager:

Salespeople who don't hit their sales goals will be terminated.

The many cultural differences across different countries mean that performance reviews for employees in foreign countries:

It is important for sales managers to know what and how their sales reps are doing in real time for all of the following reasons EXCEPT:

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Training and Developing the Sales Force

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Internal and External Cultural Forces

Filters