Exam 14: Sales Force Performance Evaluation

An innovative method called 360-degree performance appraisal systematically elicits information on a salesperson's skills, abilities, and behaviors from all of the following except:

Sales managers control sales force efforts and activities by using:

__________________ are day-by-day mini-evaluations on specific performances.

In terms of professional development measures, which of the following is not a selling skill?

Factors such as differences in territory potentials, physical disparities in territories are beyond the salesperson's control and contribute to the difficulty in evaluating individual salesperson performance.

Judy Streep, a sales manager for a computer manufacturer, is developing quotas for her sales force. She wants to establish quotas the main purpose of which is to gain market penetration, thus increasing market share. What type of quota should Judy consider to attain that goal?

In general, salespeople need ________ on their performance.

The following are examples of outcome-based performance measures except:

Appraising the performance of the overall sales force organization often results in sales managers taking appropriate measures to improve the productivity and performance of each salesperson.

Lucius Cogburn is a consumer products sales manager for a large east coast manufacturer. He is developing a sales plan for the coming year and is presently involved in making various planning assumptions about the internal company environment and external marketing environment prior to preparing a sales forecast. He is also developing some contingency plans based on different sets of assumptions. What stage of sales planning is Mr. Cogburn in?

Which of the following statements is incorrect with respect to 360-degree performance appraisals?

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 should stress four principles in using MBO. __________ refers to the free exchange of views between sales manager and salesperson will result in realistic future commitments and agreement on specific actions needed to achieve goals and objectives.

Performance review ranking systems allow sales managers to move out the bottom performers creating room for new talent, but because it is based on subjective evaluations skewed results can be produced.

While contemporary sales managers are becoming more profit oriented in their focus, the percentage of sales quota achieved has long been the ultimate performance criterion for salespeople.

In setting sales volume quotas, the basis for measuring achievement levels would most likely include all of the following except

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 __________________ stage.