Question 1

Discuss the reason evaluation of salespeople is so important.

Accepted Answer

Evaluation of salespeople tells manageme

Question 2

All of the following practices will help minimize the effects of evaluation bias EXCEPT:

Accepted Answer

A) rating each factor separately,without letting one factor influence others 
B) base ratings on actual performance,not potential 
C) come in to the evaluation blind,without having seen the ratings form before 
D) evaluate salespeople on an objective,unbiased standard 
E) rate the salesperson on behavior through the evaluation period,not a specific incident 
A) rating each factor separately,without letting one factor influence others 
B) base ratings on actual performance,not potential 
C) come in to the evaluation blind,without having seen the ratings form before 
D) evaluate salespeople on an objective,unbiased standard 
E) rate the salesperson on behavior through the evaluation period,not a specific incident

Question 3

What happens if salespeople do not hit their goals? What will a manager do?

Accepted Answer

A manager will figure out why

Question 4

Return on Assets Managed (ROAM)is a ratio that assesses:

Accepted Answer

A) whether certain products are more profitable than others 
B) whether products are an asset or a liability to a firm 
C) what the forecast is for a certain product line for the coming periods 
D) how well different managers are managing the firm's assets 
E) how well each territory is selling from inventory 
A) whether certain products are more profitable than others 
B) whether products are an asset or a liability to a firm 
C) what the forecast is for a certain product line for the coming periods 
D) how well different managers are managing the firm's assets 
E) how well each territory is selling from inventory

Question 5

How can a manager rate a salesperson on qualitative measures? What are some methods?

Accepted Answer

Qualitative measures don't have numbers

Question 6

What is the importance of evaluating sales force performance?

Accepted Answer

A) Evaluation allows managers to see which salespeople should be terminated. 
B) Evaluation to assess what works validates planning and creates a cycle of success. 
C) Evaluation fosters an attitude of awareness and detail-orientation in the sales force. 
D) Evaluation puts the sales force on warning that salespeople need to meet their input quotas. 
E) Evaluation demonstrates rule-compliance to upper management. 
A) Evaluation allows managers to see which salespeople should be terminated. 
B) Evaluation to assess what works validates planning and creates a cycle of success. 
C) Evaluation fosters an attitude of awareness and detail-orientation in the sales force. 
D) Evaluation puts the sales force on warning that salespeople need to meet their input quotas. 
E) Evaluation demonstrates rule-compliance to upper management.

Question 7

Hand held digital devices can be used by sales reps in the field to send information:

Accepted Answer

A) including cost per product ratios 
B) including total revenue generated for the month 
C) about other salespeople in the organization 
D) directly to their managers by standard mail 
E) directly to their managers electronically 
A) including cost per product ratios 
B) including total revenue generated for the month 
C) about other salespeople in the organization 
D) directly to their managers by standard mail 
E) directly to their managers electronically

Question 8

Of the following five output measures,which is the one most likely to be used to create sales goals?

Accepted Answer

A) number of customers in the pipeline 
B) number of orders received 
C) profits generated 
D) number of calls made and leads 
E) revenues generated 
A) number of customers in the pipeline 
B) number of orders received 
C) profits generated 
D) number of calls made and leads 
E) revenues generated

Question 9

Managers should adjust the items they assess in an evaluation based on:

Accepted Answer

A) sales forecasts for the coming period 
B) the seniority of the sales rep 
C) the length of the evaluation 
D) what the object of their evaluation is 
E) the total volume produced by the sales rep 
A) sales forecasts for the coming period 
B) the seniority of the sales rep 
C) the length of the evaluation 
D) what the object of their evaluation is 
E) the total volume produced by the sales rep

Question 10

The four-factor model is the product of all of the following statistics EXCEPT:

Accepted Answer

A) days worked 
B) call rate 
C) profits per call 
D) batting average (orders per call) 
E) average order size 
A) days worked 
B) call rate 
C) profits per call 
D) batting average (orders per call) 
E) average order size

Question 11

Output measures are:

Accepted Answer

A) larger than input measures 
B) a percentage of input measures 
C) indicators of progress toward a benchmark 
D) the actual results of a salesperson's efforts 
E) activities that bring customers into the pipeline 
A) larger than input measures 
B) a percentage of input measures 
C) indicators of progress toward a benchmark 
D) the actual results of a salesperson's efforts 
E) activities that bring customers into the pipeline

Question 12

A comprehensive performance appraisal process covers four important areas of salesperson performance.Which of the following is NOT one of the areas assessed?

Accepted Answer

A) input measures 
B) outcomes 
C) profitability 
D) product ratios 
E) personal development 
A) input measures 
B) outcomes 
C) profitability 
D) product ratios 
E) personal development

Question 13

When salespeople do not hit their sales quotas,management:

Accepted Answer

A) terminates them within three months 
B) issues a formal warning 
C) gives them a probationary period in which to improve before they are fired 
D) works with them to help them improve their performance 
E) does not mind 
A) terminates them within three months 
B) issues a formal warning 
C) gives them a probationary period in which to improve before they are fired 
D) works with them to help them improve their performance 
E) does not mind

Question 14

Managers must rate salespeople on measures that are difficult to quantify.

Accepted Answer

A) True 
 B)False

Question 15

How can ratios help managers see what areas salespeople need to improve in?

Accepted Answer

Calculating the different sales ratios s

Question 16

A profitability analysis can be useful to managers because it can help them determine if:

Accepted Answer

A) salespeople have been selling product lines equally 
B) salespeople have been doing enough input activities for all product lines 
C) there are product lines that need to be marketed differently 
D) there are product liens that sell better than others 
E) there are product lines that are costing the company money to sell 
A) salespeople have been selling product lines equally 
B) salespeople have been doing enough input activities for all product lines 
C) there are product lines that need to be marketed differently 
D) there are product liens that sell better than others 
E) there are product lines that are costing the company money to sell

Question 17

A tendency to evaluate an employee unfairly is also referred to as:

Accepted Answer

A) hierarchical evaluation 
B) personal evaluation 
C) market evaluation 
D) sample bias 
E) evaluation bias 
A) hierarchical evaluation 
B) personal evaluation 
C) market evaluation 
D) sample bias 
E) evaluation bias

Question 18

Increasingly,companies are using ROI:

Accepted Answer

A) to reallocate product development budgets 
B) to make budget cuts to marketing departments 
C) along with other measures like customer loyalty and retention rates 
D) as the sole measure of profitability of a product line 
E) in conjunction with ROAM to manage managers 
A) to reallocate product development budgets 
B) to make budget cuts to marketing departments 
C) along with other measures like customer loyalty and retention rates 
D) as the sole measure of profitability of a product line 
E) in conjunction with ROAM to manage managers

Question 19

Why is it important for managers to know what their reps are doing in the field as soon as it happens?

Accepted Answer

The managers can offer feedback and guid

Question 20

Qualitative performance measures are measures:

Accepted Answer

A) without any real value to the company 
B) with characteristics that have been traditionally thought of as feminine 
C) that cannot be assessed during a performance review 
D) that make up for lack of sales skills 
E) that are not inherently quantified with a number 
A) without any real value to the company 
B) with characteristics that have been traditionally thought of as feminine 
C) that cannot be assessed during a performance review 
D) that make up for lack of sales skills 
E) that are not inherently quantified with a number

Discuss the reason evaluation of salespeople is so important.

All of the following practices will help minimize the effects of evaluation bias EXCEPT:

What happens if salespeople do not hit their goals? What will a manager do?

Return on Assets Managed (ROAM)is a ratio that assesses:

How can a manager rate a salesperson on qualitative measures? What are some methods?

What is the importance of evaluating sales force performance?

Hand held digital devices can be used by sales reps in the field to send information:

Of the following five output measures,which is the one most likely to be used to create sales goals?

Managers should adjust the items they assess in an evaluation based on:

The four-factor model is the product of all of the following statistics EXCEPT:

Output measures are:

A comprehensive performance appraisal process covers four important areas of salesperson performance.Which of the following is NOT one of the areas assessed?

When salespeople do not hit their sales quotas,management:

Managers must rate salespeople on measures that are difficult to quantify.

How can ratios help managers see what areas salespeople need to improve in?

A profitability analysis can be useful to managers because it can help them determine if:

A tendency to evaluate an employee unfairly is also referred to as:

Increasingly,companies are using ROI:

Why is it important for managers to know what their reps are doing in the field as soon as it happens?

Qualitative performance measures are measures:

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

Discuss the reason evaluation of salespeople is so important.

All of the following practices will help minimize the effects of evaluation bias EXCEPT:

What happens if salespeople do not hit their goals? What will a manager do?

Return on Assets Managed (ROAM)is a ratio that assesses:

How can a manager rate a salesperson on qualitative measures? What are some methods?

What is the importance of evaluating sales force performance?

Hand held digital devices can be used by sales reps in the field to send information:

Of the following five output measures,which is the one most likely to be used to create sales goals?

Managers should adjust the items they assess in an evaluation based on:

The four-factor model is the product of all of the following statistics EXCEPT:

Output measures are:

A comprehensive performance appraisal process covers four important areas of salesperson performance.Which of the following is NOT one of the areas assessed?

When salespeople do not hit their sales quotas,management:

Managers must rate salespeople on measures that are difficult to quantify.

How can ratios help managers see what areas salespeople need to improve in?

A profitability analysis can be useful to managers because it can help them determine if:

A tendency to evaluate an employee unfairly is also referred to as:

Increasingly,companies are using ROI:

Why is it important for managers to know what their reps are doing in the field as soon as it happens?

Qualitative performance measures are measures:

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