Exam 9: Evaluating the Performance of Salespeople

Relative to the graphic rating, MBO and BARS performance evaluation methods, which of the following statements is false regarding the ranking method of performance evaluation?

It is possible for two salespeople to generate the same number of sales dollars and achieve the same sales/sales quota evaluation, yet one produces more gross profits for the firm.

Performance reviews provide a means for communicating the performance feedback that is so important to salespeople.

Which of the following is not true regarding an outcome-based perspective to evaluating and controlling salesperson performance

Salesperson performance may be enhanced by setting fair, consistent, and realistic quotas.

An assessment technique that involves performance assessment from multiple raters including sales managers, internal and external customers, team members, and even oneself is

Most companies consider salespeople who make 70 percent or less of quota to be average performers.

The really unique aspect of the objective-setting method of performance evaluation is the focus on linkages between behaviors and results.

The use of outcome-based criteria in the salesperson performance evaluation will facilitate the development of a professional, customer-oriented, committed, and motivated salesforce.

Compensation has been found to be better than behavior-based systems at promoting selling techniques among salespeople in other cultures, particularly Europe.

Which of the following is not listed in the text as one of the steps for measuring team performance?

The characteristic "comparability" means that the results of the performance evaluation process should make it possible to compare the performance of individual salespeople directly.

According to the text, all the following should be done when using performance information to identify potential problems where salespeople need to improve for better performance in the future except

The dimensions of job satisfaction that the INDSALES scale attempts to measure include all the following except

The effectiveness of the MBO evaluation method can be enhanced by assigning various weights to different performance indices to reflect their relative importance to the firm.

Adjustments should not be made to forecasts when developing individual sales quotas.

This evaluation procedure uses salespeople to identify important performance results and the critical activities and responses necessary to achieve these results:

Performance evaluation bias could result in legal action.

Which of the following is considered a results criteria?

Which of the following is not one of the characteristics of a behavior-based performance evaluation perspective?