Question 1

The process of evaluating individual salespeople might show that:

Accepted Answer

A) the sales manager is not good at hiring salespeople 
B) not all output measures can be rated equally 
C) pricing problems are occurring with the product 
D) salespeople need to work harder 
E) things need to be improved in sales procedures 
A) the sales manager is not good at hiring salespeople 
B) not all output measures can be rated equally 
C) pricing problems are occurring with the product 
D) salespeople need to work harder 
E) things need to be improved in sales procedures

Question 2

Performance reviews that are influenced by how much a manager likes or dislikes a sales representative are examples of:

Accepted Answer

A) central tendency bias 
B) outcome bias 
C) halo effect 
D) interpersonal bias 
E) leniency or harshness tendency 
A) central tendency bias 
B) outcome bias 
C) halo effect 
D) interpersonal bias 
E) leniency or harshness tendency

Question 3

Sales ratios help managers determine exactly which areas of performance salespeople need more help with.

Accepted Answer

A) True 
 B)False

Question 4

One method of assessing salespeople that helps them with personal development is:

Accepted Answer

A) writing essays about them 
B) managing by objective (MBO) 
C) ranking them against others 
D) rating them on a scale 
E) using a behaviorally anchored rating scale (BARS) 
A) writing essays about them 
B) managing by objective (MBO) 
C) ranking them against others 
D) rating them on a scale 
E) using a behaviorally anchored rating scale (BARS)

Question 5

A full picture of an employee's profitability can only be made when the salesperson's:

Accepted Answer

A) gross sales margins for the firm are calculated 
B) revenues are calculated 
C) pipeline is assessed 
D) input measures are considered 
E) expense reports are filed 
A) gross sales margins for the firm are calculated 
B) revenues are calculated 
C) pipeline is assessed 
D) input measures are considered 
E) expense reports are filed

The process of evaluating individual salespeople might show that:

Performance reviews that are influenced by how much a manager likes or dislikes a sales representative are examples of:

Sales ratios help managers determine exactly which areas of performance salespeople need more help with.

One method of assessing salespeople that helps them with personal development is:

A full picture of an employee's profitability can only be made when the salesperson's:

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

The process of evaluating individual salespeople might show that:

Performance reviews that are influenced by how much a manager likes or dislikes a sales representative are examples of:

Sales ratios help managers determine exactly which areas of performance salespeople need more help with.

One method of assessing salespeople that helps them with personal development is:

A full picture of an employee's profitability can only be made when the salesperson's:

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