Question 1

A pipeline analysis shows how many customers have purchased in the previous period.

Accepted Answer

A) True 
 B)False

Question 2

Sales analysis and cost analysis are two methods of assessing how profitable each salesperson was for the company.

Accepted Answer

A) True 
 B)False

Question 3

What can a sales manager do if a profitability analysis reveals that selling a product is costing the firm money?

Accepted Answer

The manager can look for ways to cut the

Question 4

What are the ways a salesperson can impact a firm's profitability?

Accepted Answer

There are two ways: 1)Through the specif

Question 5

Firms segment input measures into different groups because:

Accepted Answer

A) no two salespeople will have the same number of input measures 
B) different activities have different types of results 
C) some input measures are not worth keeping track of 
D) most input measures are qualitative in nature 
E) comparing input measures to output measures is impossible 
A) no two salespeople will have the same number of input measures 
B) different activities have different types of results 
C) some input measures are not worth keeping track of 
D) most input measures are qualitative in nature 
E) comparing input measures to output measures is impossible

Question 6

Using a behaviorally anchored rating scale (BARS)is a way to quantify qualitative performance measures.A major disadvantage to using a BARS is:

Accepted Answer

A) that it is not a replicable process 
B) that salespeople will not sit through a meeting long enough to discuss BARS extensively 
C) that it is a violation of codes of ethics to give numerical values to qualities that cannot be quantified 
D) that it can undervalue important aspects and overvalue less important aspects of performance 
E) that most employees are not familiar with it 
A) that it is not a replicable process 
B) that salespeople will not sit through a meeting long enough to discuss BARS extensively 
C) that it is a violation of codes of ethics to give numerical values to qualities that cannot be quantified 
D) that it can undervalue important aspects and overvalue less important aspects of performance 
E) that most employees are not familiar with it

Question 7

Sales volume per call,orders per call,and average cost per sales call are all ratios that can be used to determine if a sales rep:

Accepted Answer

A) is falsifying sales call records 
B) is making enough calls,and if those calls are to large enough accounts or not. 
C) is too efficient in closing sales 
D) is selling the right products to each customer 
E) is getting burned out 
A) is falsifying sales call records 
B) is making enough calls,and if those calls are to large enough accounts or not. 
C) is too efficient in closing sales 
D) is selling the right products to each customer 
E) is getting burned out

Question 8

Why is it important to weight outcome measures?

Accepted Answer

It is important to weight them so that a

Question 9

Formal evaluations are less likely to result in:

Accepted Answer

A) lawsuits against the company 
B) real change from the employee 
C) changing sales goals for the period 
D) recommendations for personal development 
E) confirmation from the sales rep of the items discussed 
A) lawsuits against the company 
B) real change from the employee 
C) changing sales goals for the period 
D) recommendations for personal development 
E) confirmation from the sales rep of the items discussed

Question 10

All of the following are ways that qualitative performance measures can be rated EXCEPT:

Accepted Answer

A) by essay 
B) on a rating scale 
C) management by objective (MBO) 
D) by forcing rankings 
E) as a function of age 
A) by essay 
B) on a rating scale 
C) management by objective (MBO) 
D) by forcing rankings 
E) as a function of age

Question 11

If salespeople do not hit their goals,whose fault is it? What are the factors a manager has to consider?

Accepted Answer

If salespeople do not hit their goals,it

Question 12

Rather than looking at straight numbers of output by salesperson or sales force,managers may use ratios to:

Accepted Answer

A) calculate the total profit earned 
B) compare the amount of output by the investment made in it 
C) add the sales figures for various branch offices 
D) subtract the costs of selling each type of product 
E) calculate sales reps' commissions 
A) calculate the total profit earned 
B) compare the amount of output by the investment made in it 
C) add the sales figures for various branch offices 
D) subtract the costs of selling each type of product 
E) calculate sales reps' commissions

Question 13

The four-factor model is a simple and elegant way to get a snapshot of:

Accepted Answer

A) how the relationship between input measures and output measures works 
B) the total activity of the sales force 
C) two important input activities and how they interact with two important output activities 
D) four measures with no correlation to each other 
E) a sales rep's failures 
A) how the relationship between input measures and output measures works 
B) the total activity of the sales force 
C) two important input activities and how they interact with two important output activities 
D) four measures with no correlation to each other 
E) a sales rep's failures

Question 14

A pipeline analysis shows:

Accepted Answer

A) how many products are currently being manufactured 
B) where customers are at different stages of the sales process 
C) how many cold calls a salesperson made in the previous period 
D) what the salesperson's total revenue was for the previous period 
E) how many customers will be expected to close this period 
A) how many products are currently being manufactured 
B) where customers are at different stages of the sales process 
C) how many cold calls a salesperson made in the previous period 
D) what the salesperson's total revenue was for the previous period 
E) how many customers will be expected to close this period

Question 15

Explain evaluation bias.What are the five types of evaluation bias?

Accepted Answer

Evaluation bias is when a manager gives

Question 16

The report that shows the relationship of what was sold to how much it cost the firm to make those sales is the:

Accepted Answer

A) sales forecast 
B) combined record 
C) profit analysis 
D) sales analysis 
E) cost analysis 
A) sales forecast 
B) combined record 
C) profit analysis 
D) sales analysis 
E) cost analysis

Question 17

What is a pipeline? What is a pipeline analysis?

Accepted Answer

A pipeline is all the customers a salesp

Question 18

The four-factor model of evaluation is a simple calculation that gives a quick snapshot of a salesperson's performance.

Accepted Answer

A) True 
 B)False

Question 19

Different ratio measures can be used by managers to assess sales reps' performance:

Accepted Answer

A) by subtracting expenses from total sales 
B) by combining different sets of input and output data 
C) as a subset of earnings for the period 
D) with new customers compared to current customers 
E) in the field compared to the office 
A) by subtracting expenses from total sales 
B) by combining different sets of input and output data 
C) as a subset of earnings for the period 
D) with new customers compared to current customers 
E) in the field compared to the office

Question 20

Cost per sales can vary by:

Accepted Answer

A) salesperson 
B) sales department 
C) hotel 
D) region 
E) product 
A) salesperson 
B) sales department 
C) hotel 
D) region 
E) product

A pipeline analysis shows how many customers have purchased in the previous period.

Sales analysis and cost analysis are two methods of assessing how profitable each salesperson was for the company.

What can a sales manager do if a profitability analysis reveals that selling a product is costing the firm money?

What are the ways a salesperson can impact a firm's profitability?

Firms segment input measures into different groups because:

Using a behaviorally anchored rating scale (BARS)is a way to quantify qualitative performance measures.A major disadvantage to using a BARS is:

Sales volume per call,orders per call,and average cost per sales call are all ratios that can be used to determine if a sales rep:

Why is it important to weight outcome measures?

Formal evaluations are less likely to result in:

All of the following are ways that qualitative performance measures can be rated EXCEPT:

If salespeople do not hit their goals,whose fault is it? What are the factors a manager has to consider?

Rather than looking at straight numbers of output by salesperson or sales force,managers may use ratios to:

The four-factor model is a simple and elegant way to get a snapshot of:

A pipeline analysis shows:

Explain evaluation bias.What are the five types of evaluation bias?

The report that shows the relationship of what was sold to how much it cost the firm to make those sales is the:

What is a pipeline? What is a pipeline analysis?

The four-factor model of evaluation is a simple calculation that gives a quick snapshot of a salesperson's performance.

Different ratio measures can be used by managers to assess sales reps' performance:

Cost per sales can vary by:

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

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

A pipeline analysis shows how many customers have purchased in the previous period.

Sales analysis and cost analysis are two methods of assessing how profitable each salesperson was for the company.

What can a sales manager do if a profitability analysis reveals that selling a product is costing the firm money?

What are the ways a salesperson can impact a firm's profitability?

Firms segment input measures into different groups because:

Using a behaviorally anchored rating scale (BARS)is a way to quantify qualitative performance measures.A major disadvantage to using a BARS is:

Sales volume per call,orders per call,and average cost per sales call are all ratios that can be used to determine if a sales rep:

Why is it important to weight outcome measures?

Formal evaluations are less likely to result in:

All of the following are ways that qualitative performance measures can be rated EXCEPT:

If salespeople do not hit their goals,whose fault is it? What are the factors a manager has to consider?

Rather than looking at straight numbers of output by salesperson or sales force,managers may use ratios to:

The four-factor model is a simple and elegant way to get a snapshot of:

A pipeline analysis shows:

Explain evaluation bias.What are the five types of evaluation bias?

The report that shows the relationship of what was sold to how much it cost the firm to make those sales is the:

What is a pipeline? What is a pipeline analysis?

The four-factor model of evaluation is a simple calculation that gives a quick snapshot of a salesperson's performance.

Different ratio measures can be used by managers to assess sales reps' performance:

Cost per sales can vary by:

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