Question 1

Ultimately sales organizations need to work toward developing a performance management system.

Accepted Answer

A) True 
 B)False

Question 2

The sales expense ratio combines salespeople's ______ and __________

Accepted Answer

A)  Outputs; behavior 
B)  Effectiveness; Attribution 
C)  Bias; objectivity 
D)  Inputs; results 
E)  Effort; expense 
A)  Outputs; behavior 
B)  Effectiveness; Attribution 
C)  Bias; objectivity 
D)  Inputs; results 
E)  Effort; expense

Question 3

The various account measures provide a sales manager with perspective on the equity of territory assignments and:

Accepted Answer

A)  The cost per call ratio 
B)  The call productivity ratio 
C)  How well the territory is being handled 
D)  The attribution theory effort to aptitude quotient 
E)  The salesperson's behavioral personality effectiveness percentage 
A)  The cost per call ratio 
B)  The call productivity ratio 
C)  How well the territory is being handled 
D)  The attribution theory effort to aptitude quotient 
E)  The salesperson's behavioral personality effectiveness percentage

Question 4

Careful specification of performance standards by territory will eliminate inequities across territories.

Accepted Answer

A) True 
 B)False

Question 5

Total number of calls, days worked, calls to prospects are measures of:

Accepted Answer

A)  Output 
B)  Effort expended 
C)  Sales revenue 
D)  Account servicing 
E)  All of the above 
A)  Output 
B)  Effort expended 
C)  Sales revenue 
D)  Account servicing 
E)  All of the above

Question 6

Even when quotas are done well, the measure ""percentage of quota attained"" still omits much with respect to a salesperson's performance.

Accepted Answer

A) True 
 B)False

Question 7

Which performance measure would a manager use to determine whether the salesperson was skimming the best accounts or working a territory systematically and hard?

Accepted Answer

The account penetration ratio,

Question 8

When appraisals of salespeople __________________ job satisfaction increases.

Accepted Answer

A)  Provide clear criteria 
B)  Meet the approval of salespeople 
C)  Are perceived as fair 
D)  Are perceived as fair and used in determining rewards 
E)  All of the above 
A)  Provide clear criteria 
B)  Meet the approval of salespeople 
C)  Are perceived as fair 
D)  Are perceived as fair and used in determining rewards 
E)  All of the above

Question 9

An often neglected part of sales performance evaluation is:

Accepted Answer

A)  Input measures 
B)  Expense analysis 
C)  Output assessment 
D)  Differences in territories 
E)  Feedback 
A)  Input measures 
B)  Expense analysis 
C)  Output assessment 
D)  Differences in territories 
E)  Feedback

Question 10

Attribution theory classifies performance based on effectiveness, difficulty, and effort.

Accepted Answer

A) True 
 B)False

Question 11

_____ will affect a salesperson's behavior and performance.

Accepted Answer

A)  Role perceptions 
B)  Aptitude 
C)  Skill level 
D)  Motivation level 
E)  All of the above 
A)  Role perceptions 
B)  Aptitude 
C)  Skill level 
D)  Motivation level 
E)  All of the above

Question 12

The worst type of merit rating forms:

Accepted Answer

A)  Are superior to all other subjective performance appraisal methods 
B)  Burden managers by requiring written justification for each rating 
C)  Are overly concerned with behaviors and not with actual performance 
D)  Simply list attributes of interest along one side of the form and evaluation adjectives along the other 
E)  Require mangers to assess such hard-to-measure attributes as job knowledge and customer relations 
A)  Are superior to all other subjective performance appraisal methods 
B)  Burden managers by requiring written justification for each rating 
C)  Are overly concerned with behaviors and not with actual performance 
D)  Simply list attributes of interest along one side of the form and evaluation adjectives along the other 
E)  Require mangers to assess such hard-to-measure attributes as job knowledge and customer relations

Question 13

The average size of the orders a salesperson secures is as important as the number of orders.

Accepted Answer

A) True 
 B)False

Question 14

_____________ is behavior evaluated in terms of its contribution to the goals of the organization.

Accepted Answer

A)  Attribution 
B)  Retribution 
C)  Bias 
D)  Performance 
E)  Selling 
A)  Attribution 
B)  Retribution 
C)  Bias 
D)  Performance 
E)  Selling

Question 15

Input measures for calls includes all the following EXCEPT:

Accepted Answer

A)  Total Number of Calls 
B)  Total calls to retrieve lost clients 
C)  Number of planned calls 
D)  Number of unplanned calls 
E)  None of the above 
A)  Total Number of Calls 
B)  Total calls to retrieve lost clients 
C)  Number of planned calls 
D)  Number of unplanned calls 
E)  None of the above

Question 16

Lori is deciding which input measures to use as part of her assessment of sales performance. Which of the following is a measure of a salesperson's input?

Accepted Answer

A)  Number of orders 
B)  Average order size 
C)  Number of canceled orders 
D)  Number of active accounts 
E)  Days worked 
A)  Number of orders 
B)  Average order size 
C)  Number of canceled orders 
D)  Number of active accounts 
E)  Days worked

Question 17

Low sales per account ratio could indicate that a salesperson is not servicing his or her smaller, less profitable accounts.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following statements about methods of measuring a salesperson's performance is true?

Accepted Answer

A)  Number of days worked x calls per day is used to determine a salesperson's optimum territory size 
B)  Non-selling activities are hard to measure because the data must be collected from current and potential customers 
C)  A salesperson who makes 30 calls 20 planned and 10 unplanned) and collects 24 orders has a batting average of .8 and a planned call ratio of 2 
D)  Days worked x call rate x batting average x average order size = sales 
E)  Account share is a key measure for companies that rely on team selling 
A)  Number of days worked x calls per day is used to determine a salesperson's optimum territory size 
B)  Non-selling activities are hard to measure because the data must be collected from current and potential customers 
C)  A salesperson who makes 30 calls 20 planned and 10 unplanned) and collects 24 orders has a batting average of .8 and a planned call ratio of 2 
D)  Days worked x call rate x batting average x average order size = sales 
E)  Account share is a key measure for companies that rely on team selling

Ultimately sales organizations need to work toward developing a performance management system.

The sales expense ratio combines salespeople's and ____

The various account measures provide a sales manager with perspective on the equity of territory assignments and:

Careful specification of performance standards by territory will eliminate inequities across territories.

Total number of calls, days worked, calls to prospects are measures of:

Even when quotas are done well, the measure ""percentage of quota attained"" still omits much with respect to a salesperson's performance.

Which performance measure would a manager use to determine whether the salesperson was skimming the best accounts or working a territory systematically and hard?

When appraisals of salespeople __________________ job satisfaction increases.

An often neglected part of sales performance evaluation is:

Attribution theory classifies performance based on effectiveness, difficulty, and effort.

_____ will affect a salesperson's behavior and performance.

The worst type of merit rating forms:

The average size of the orders a salesperson secures is as important as the number of orders.

_____________ is behavior evaluated in terms of its contribution to the goals of the organization.

Input measures for calls includes all the following EXCEPT:

Lori is deciding which input measures to use as part of her assessment of sales performance. Which of the following is a measure of a salesperson's input?

Low sales per account ratio could indicate that a salesperson is not servicing his or her smaller, less profitable accounts.

Which of the following statements about methods of measuring a salesperson's performance is true?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Filters

Exam 13: Evaluating Salesperson Performance

Ultimately sales organizations need to work toward developing a performance management system.

The sales expense ratio combines salespeople's ______ and __________

The various account measures provide a sales manager with perspective on the equity of territory assignments and:

Careful specification of performance standards by territory will eliminate inequities across territories.

Total number of calls, days worked, calls to prospects are measures of:

Even when quotas are done well, the measure ""percentage of quota attained"" still omits much with respect to a salesperson's performance.

Which performance measure would a manager use to determine whether the salesperson was skimming the best accounts or working a territory systematically and hard?

When appraisals of salespeople __________________ job satisfaction increases.

An often neglected part of sales performance evaluation is:

Attribution theory classifies performance based on effectiveness, difficulty, and effort.

_____ will affect a salesperson's behavior and performance.

The worst type of merit rating forms:

The average size of the orders a salesperson secures is as important as the number of orders.

_____________ is behavior evaluated in terms of its contribution to the goals of the organization.

Input measures for calls includes all the following EXCEPT:

Lori is deciding which input measures to use as part of her assessment of sales performance. Which of the following is a measure of a salesperson's input?

Low sales per account ratio could indicate that a salesperson is not servicing his or her smaller, less profitable accounts.

Which of the following statements about methods of measuring a salesperson's performance is true?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Sales Training: Objectives, Techniques, and Evaluation

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Filters

The sales expense ratio combines salespeople's and ____