Question 1

Which of the following results generated by the salesperson are not among the three categories of outcome-based measures?

Accepted Answer

A)  sales results 
B)  profitability indices 
C)  intrinsic results 
D)  sales efforts 
A)  sales results 
B)  profitability indices 
C)  intrinsic results 
D)  sales efforts

Question 2

Which of the following is not one of the three kinds of evaluation criteria employed for assessing salesperson effectiveness?

Accepted Answer

A)  outcome-based measures 
B)  behavior-based measures 
C)  professional development measures 
D)  spatial-based measures 
A)  outcome-based measures 
B)  behavior-based measures 
C)  professional development measures 
D)  spatial-based measures

Question 3

Which of the following is a professional development measure of selling skills?

Accepted Answer

A)  Cooperation with sales team 
B)  empathy 
C)  punctuality 
D)  all the above 
A)  Cooperation with sales team 
B)  empathy 
C)  punctuality 
D)  all the above

Question 4

An advantage of performance review ranking systems is that they create bureaucracies.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following performance factors are considered within the control of the salesperson?

Accepted Answer

A)  competitive intensity 
B)  variations in company support 
C)  generating sales revenues 
D)  time allocation between account development and account maintenance 
A)  competitive intensity 
B)  variations in company support 
C)  generating sales revenues 
D)  time allocation between account development and account maintenance

Question 6

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method should allow for easy comparison across sales force members (those in the same and different jobs and in the same and different geographical areas) is known as:

Accepted Answer

A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness 
A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness

Question 7

Although 360-degree performance evaluations have not supplanted traditional top-down assessments, they fit well with flattening organizational structures, greater empowerment of employees, and working in teams.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following statements is incorrect with respect performance appraisals?

Accepted Answer

A)  performance appraisals help recognize high-performing salespeople with increased compensation, awards, and promotion 
B)  performance appraisals help identify training needs of salespeople 
C)  performance appraisals make it difficult to devise criteria for recruiting and selecting new salespeople 
D)  performance appraisals help anticipate sales force personnel requirements 
A)  performance appraisals help recognize high-performing salespeople with increased compensation, awards, and promotion 
B)  performance appraisals help identify training needs of salespeople 
C)  performance appraisals make it difficult to devise criteria for recruiting and selecting new salespeople 
D)  performance appraisals help anticipate sales force personnel requirements

Question 9

An individual salesperson, sales territory, branch office, district, region, dealer or distributor is known as a sales unit.

Accepted Answer

A) True 
 B)False

Question 10

Which of the statements below is incorrect with respect to sales volume quotas?

Accepted Answer

A)  Sales volume quotas based on the past year's sales ignore territorial differences and unique market opportunities or challenges 
B)  Sales volume quotas are nearly always expressed in units instead of dollars, since this allows sales managers to aggregate different types of products, customers, or other market data for comparison over time 
C)  Sales representatives may deliberately underestimate sales potential in their territories, but one study found that the degree of error is 10 percent or less in over 75 percent of the cases 
D)  To keep salespeople from concentrating their selling efforts on few easy-to-sell products or customers, sales managers can use point quotas in addition to dollar or unit sales volume quotas 
A)  Sales volume quotas based on the past year's sales ignore territorial differences and unique market opportunities or challenges 
B)  Sales volume quotas are nearly always expressed in units instead of dollars, since this allows sales managers to aggregate different types of products, customers, or other market data for comparison over time 
C)  Sales representatives may deliberately underestimate sales potential in their territories, but one study found that the degree of error is 10 percent or less in over 75 percent of the cases 
D)  To keep salespeople from concentrating their selling efforts on few easy-to-sell products or customers, sales managers can use point quotas in addition to dollar or unit sales volume quotas

Question 11

Which of the following outcome-based criteria does not reflect measures of sales efforts?

Accepted Answer

A)  sales calls 
B)  selling expenses 
C)  customer service 
D)  all the above 
A)  sales calls 
B)  selling expenses 
C)  customer service 
D)  all the above

Question 12

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Accepted Answer

A)  leniency or harshness error 
B)  tunnel vision bias 
C)  fundamental attribution error 
D)  self-serving bias 
A)  leniency or harshness error 
B)  tunnel vision bias 
C)  fundamental attribution error 
D)  self-serving bias

Question 13

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation instrument and the way it is administered should be consistent throughout the sales organization is known as:

Accepted Answer

A)  job relatedness 
B)  reliability 
C)  validity 
D)  standardization 
A)  job relatedness 
B)  reliability 
C)  validity 
D)  standardization

Question 14

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method should be helpful for making decisions about promotion, compensation, and termination is known as:

Accepted Answer

A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness 
A)  practicality 
B)  comparability 
C)  discriminability 
D)  usefulness

Question 15

In terms of outcome-based criteria, which of the following is not a profitability index?

Accepted Answer

A)  gross profit margin 
B)  net profit contribution 
C)  net customer satisfaction 
D)  net profit margin by customer type 
A)  gross profit margin 
B)  net profit contribution 
C)  net customer satisfaction 
D)  net profit margin by customer type

Question 16

Which of the following is not one of the three categories of professional development measures?

Accepted Answer

A)  professional selling skills 
B)  professional knowledge 
C)  personal characteristics 
D)  all the above 
A)  professional selling skills 
B)  professional knowledge 
C)  personal characteristics 
D)  all the above

Question 17

Which of the following is not an example of outcome-based performance measures?

Accepted Answer

A)  percent of quota 
B)  market share 
C)  gross margin 
D)  competitor knowledge 
A)  percent of quota 
B)  market share 
C)  gross margin 
D)  competitor knowledge

Question 18

All the following are key benefits of sales dashboards, except:

Accepted Answer

A)  Spot early-on the developing positive and negative sales trends in markets 
B)  Gain instant access to a comprehensive overview of all sales operations 
C)  Identify specific outliers in sales performance data, so that changes can be made on a timely basis 
D)  All the above are key benefits of sales dashboards 
A)  Spot early-on the developing positive and negative sales trends in markets 
B)  Gain instant access to a comprehensive overview of all sales operations 
C)  Identify specific outliers in sales performance data, so that changes can be made on a timely basis 
D)  All the above are key benefits of sales dashboards

Question 19

Sales managers should stress four principles in using MBO. __________ refers to the personal goals of the individual salesperson being integrated with the overall goals of the organization so they are mutually reinforcing.

Accepted Answer

A)  open communication 
B)  mutual participation and agreement 
C)  coinciding goals 
D)  rewards for performance 
A)  open communication 
B)  mutual participation and agreement 
C)  coinciding goals 
D)  rewards for performance

Question 20

The following statements on the timing of salesperson performance appraisals are true except:

Accepted Answer

A)  appraisals occur once a year only 
B)  evaluations include both objective (quantitative) and subjective (qualitative) measures 
C)  these are assigned different weights, usually with greater emphasis on objective measures 
D)  sales managers generally provide feedback in both written and oral form 
A)  appraisals occur once a year only 
B)  evaluations include both objective (quantitative) and subjective (qualitative) measures 
C)  these are assigned different weights, usually with greater emphasis on objective measures 
D)  sales managers generally provide feedback in both written and oral form

Which of the following results generated by the salesperson are not among the three categories of outcome-based measures?

Which of the following is not one of the three kinds of evaluation criteria employed for assessing salesperson effectiveness?

Which of the following is a professional development measure of selling skills?

An advantage of performance review ranking systems is that they create bureaucracies.

Which of the following performance factors are considered within the control of the salesperson?

Although 360-degree performance evaluations have not supplanted traditional top-down assessments, they fit well with flattening organizational structures, greater empowerment of employees, and working in teams.

Which of the following statements is incorrect with respect performance appraisals?

An individual salesperson, sales territory, branch office, district, region, dealer or distributor is known as a sales unit.

Which of the statements below is incorrect with respect to sales volume quotas?

Which of the following outcome-based criteria does not reflect measures of sales efforts?

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation instrument and the way it is administered should be consistent throughout the sales organization is known as:

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method should be helpful for making decisions about promotion, compensation, and termination is known as:

In terms of outcome-based criteria, which of the following is not a profitability index?

Which of the following is not one of the three categories of professional development measures?

Which of the following is not an example of outcome-based performance measures?

All the following are key benefits of sales dashboards, except:

Sales managers should stress four principles in using MBO. __________ refers to the personal goals of the individual salesperson being integrated with the overall goals of the organization so they are mutually reinforcing.

The following statements on the timing of salesperson performance appraisals are true except:

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Filters

Exam 14: Sales Force Performance Evaluation

Which of the following results generated by the salesperson are not among the three categories of outcome-based measures?

Which of the following is not one of the three kinds of evaluation criteria employed for assessing salesperson effectiveness?

Which of the following is a professional development measure of selling skills?

An advantage of performance review ranking systems is that they create bureaucracies.

Which of the following performance factors are considered within the control of the salesperson?

Although 360-degree performance evaluations have not supplanted traditional top-down assessments, they fit well with flattening organizational structures, greater empowerment of employees, and working in teams.

Which of the following statements is incorrect with respect performance appraisals?

An individual salesperson, sales territory, branch office, district, region, dealer or distributor is known as a sales unit.

Which of the statements below is incorrect with respect to sales volume quotas?

Which of the following outcome-based criteria does not reflect measures of sales efforts?

Traditional performance evaluation systems suffer from one or more of several possible limitations. Which of the following is not a sales force evaluation bias for concern?

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation instrument and the way it is administered should be consistent throughout the sales organization is known as:

Sales managers have a variety of evaluation techniques at their disposal with each having limitations as well as strengths. The extent to which the evaluation method should be helpful for making decisions about promotion, compensation, and termination is known as:

In terms of outcome-based criteria, which of the following is not a profitability index?

Which of the following is not one of the three categories of professional development measures?

Which of the following is not an example of outcome-based performance measures?

All the following are key benefits of sales dashboards, except:

Sales managers should stress four principles in using MBO. __________ refers to the personal goals of the individual salesperson being integrated with the overall goals of the organization so they are mutually reinforcing.

The following statements on the timing of salesperson performance appraisals are true except:

Introduction to Sales Force Management and Its Evolving Roles

Managing Ethics in a Sales Environment

Customer Relationship Management Crm and Building Partnerships

The Selling Process

Sales Forecasting and Budgeting

Sales Force Planning and Organizing

Time and Territory Management

Recruiting and Selecting the Sales Force

Training the Sales Force

Sales Force Leadership

Sales Force Motivation

Sales Force Compensation

Sales Organization Audit and Sales Analytics

Filters