Exam 14: Sales Force Performance Evaluation

The final rating of a salesperson's performance should be a composite of information received from many sources, with each source appropriately weighted. These sources include:

There are three successive stages in an effective Performance Evaluation Monitoring System (PEMS). The phase in which salespersons are allowed to ask the sales manager three key questions: "Where am I going?" "How will I get there?" "How will I be measured?" is called the performance appraisal stage.

Which of the following is incorrect with regard to keeping the sales force updated?

A __________ quota is especially advisable when sales reps are selling big-ticket items.

Financial quotas referred to those designed to make the salespeople aware of the costs involved in their selling efforts.

Behavior-based performance standards refer to sales related activities that can be subjectively measured such as territory management and follow-up with customers.

An appraisal system that provides a salesperson with comparative pooled and anonymous feedback from the sales manager, peers on the sales team, subordinates, and clients is known as a performance evaluation monitoring system.

To set accurate quotas, sales managers must closely relate them to territorial potentials while using sound, objective executive judgment.

Performance execution lays out goals and plans for achieving them, and explains how the individual will be evaluated.

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

Performance appraisals are day-by-day mini-evaluations on specific performances.

There are three successive stages in an effective Performance Evaluation Monitoring System (PEMS). The phase in which a periodic review of past performance appraisals summarizes where the salesperson is in his or her personal development should answer the question "How am I doing?" is called the performance evaluation stage.

Sales managers should stress four principles in using MBO. __________ refers to the salesperson being an uninhibited, full participant in the MBO process with the sales manager, so that there is mutual understanding and agreement on objectives, plans, and performance evaluation.

In sales organizations that emphasize use of outcome-based criteria, salespeople tend to exhibit all except the following behaviors:

Which of the following is not one of the parts of a sales plan?

If salespeople fully understand their assigned quotas, they're more likely to view them as fair, accurate, and attainable as well as feel that management is not trying to coerce them into giving more effort without comparable rewards

Performance appraisals make it possible to:

A sales quota is a subjective target representing a standard of performance that is expected from the sales unit or salesperson.

There are three successive stages in an effective Performance Evaluation Monitoring System (PEMS). Continuous interpersonal communication between salespeople and the sales manager, which provides immediate feedback on each specific task or goal accomplished by the salesperson, is called the __________________ stage.

Assessing the effectiveness of the overall sales force organization as well as the process and methods used in evaluating the performance of individual salespeople are both equally important components of controlling and monitoring the sales program.