Question 1

An accurate generalization about evaluating sales force performance is that:

Accepted Answer

A) Management should use as many bases as possible when appraising performance. 
B) Qualitative bases for evaluation should not be used because they involve subjective judgement and personal biases. 
C) In the evaluation process,salespeople should not be allowed to rate themselves. 
D) The most useful bases for evaluating all salespeople are gross margin and net profit. 
E) None of these is correct. 
A) Management should use as many bases as possible when appraising performance. 
B) Qualitative bases for evaluation should not be used because they involve subjective judgement and personal biases. 
C) In the evaluation process,salespeople should not be allowed to rate themselves. 
D) The most useful bases for evaluating all salespeople are gross margin and net profit. 
E) None of these is correct. A

Question 2

A low average order might indicate that the sales rep needs more training on product knowledge and building up the order.

Accepted Answer

A) True 
 B)False  True

Question 3

Marion sells for the Whatisits Company of Whoville.An analysis of the performance of the company's 25 person sales force shows that the average sales rep works 250 days a year,makes four calls a day,obtains an order,averaging $15,000,every ten calls made.Marion worked 200 days last year during which she made a total of 700 calls which resulted in 50 orders totaling $1,500,000 in sales volume.Why is Marion most likely only working 200 days a year?

Accepted Answer

A) She has been ill. 
B) Family problems. 
C) She is lazy. 
D) Wants the day off and can afford to take it. 
E) Can't see her accounts on Mondays. 
A) She has been ill. 
B) Family problems. 
C) She is lazy. 
D) Wants the day off and can afford to take it. 
E) Can't see her accounts on Mondays. D

Question 4

Productivity is the ratio of input to output.

Accepted Answer

A) True 
 B)False

Question 5

A low average order might indicate that the sales rep was failing to sell the entire product line.

Accepted Answer

A) True 
 B)False

Question 6

Regarding the use of gross margin as a basis for evaluating salespeople's performance:

Accepted Answer

A) This is a good basis when the company sells different products with widely varying gross margins. 
B) This takes selling expenses into consideration. 
C) This rewards the salesperson who has the highest sales volume. 
D) This is a poor basis for evaluating salespeople. 
E) This encourages missionary selling activities. 
A) This is a good basis when the company sells different products with widely varying gross margins. 
B) This takes selling expenses into consideration. 
C) This rewards the salesperson who has the highest sales volume. 
D) This is a poor basis for evaluating salespeople. 
E) This encourages missionary selling activities.

Question 7

The evaluation activity takes on a fuller,richer meaning if we think of this activity in terms of the evaluation and ______ of individual salespeople.

Accepted Answer

A) Reorganizing. 
B) Criticizing. 
C) Development. 
D) Selection. 
E) Compensation. 
A) Reorganizing. 
B) Criticizing. 
C) Development. 
D) Selection. 
E) Compensation.

Question 8

To get information on quantitative input factors in a performance evaluation,management most likely will rely on:

Accepted Answer

A) Reports from customers. 
B) Company accounting system. 
C) Field supervisors' reports. 
D) Salespeople's reports. 
E) A merit rating form. 
A) Reports from customers. 
B) Company accounting system. 
C) Field supervisors' reports. 
D) Salespeople's reports. 
E) A merit rating form.

Question 9

An effective program for evaluating salespeople's performance is least likely to:

Accepted Answer

A) Standardize conditions under which the sales force works. 
B) Improve salespeople's performance. 
C) Reduce marketing costs. 
D) Boost sales force morale. 
E) Aid in sales supervision activities. 
A) Standardize conditions under which the sales force works. 
B) Improve salespeople's performance. 
C) Reduce marketing costs. 
D) Boost sales force morale. 
E) Aid in sales supervision activities.

Question 10

Sales managers frequently make evaluations that are too general and too subjective.

Accepted Answer

A) True 
 B)False

Question 11

A low call rate often means that the rep is calling on poor prospects.

Accepted Answer

A) True 
 B)False

Question 12

The evaluation of salespeople serves as means of directing salespeople's efforts.

Accepted Answer

A) True 
 B)False

Question 13

Regarding the interpretation of quantitative data used in a performance evaluation:

Accepted Answer

A) Sales-volume data alone are no use in a performance evaluation. 
B) A low expense-to-sales ratio is a key indicator that the sales rep is doing a good job. 
C) Poor sales reps work fewer days than do the good salespeople. 
D) A salesperson's call rate is important in evaluating performance because usually the more calls you make,the more sales you make. 
E) None of these are correct. 
A) Sales-volume data alone are no use in a performance evaluation. 
B) A low expense-to-sales ratio is a key indicator that the sales rep is doing a good job. 
C) Poor sales reps work fewer days than do the good salespeople. 
D) A salesperson's call rate is important in evaluating performance because usually the more calls you make,the more sales you make. 
E) None of these are correct.

Question 14

Max sells for Whatisits Company.His batting average is by far the highest in the firm - .400.Unfortunately,his average order is the lowest - $3,000.He only saves himself by making a large number of calls per day (5)while working 275 days a year.What is his sales volume for the year?

Accepted Answer

A) $ 650,000. 
B) $1,000,000. 
C) $1,500,000. 
D) $1,650,000. 
E) None of these. 
A) $ 650,000. 
B) $1,000,000. 
C) $1,500,000. 
D) $1,650,000. 
E) None of these.

Question 15

Marion sells for the Whatisits Company of Whoville.An analysis of the performance of the company's 25 person sales force shows that the average sales rep works 250 days a year,makes four calls a day,obtains an order,averaging $15,000,every ten calls made.Marion worked 200 days last year during which she made a total of 700 calls which resulted in 50 orders totaling $1,500,000 in sales volume.If Marion worked 250 days in 1991 with the same effectiveness as she did in 1990 what would her sales volume be approximately?

Accepted Answer

A) $1,500,000. 
B) $1,750,000. 
C) $1,875,000. 
D) $2,000,000. 
E) $2,500,000. 
A) $1,500,000. 
B) $1,750,000. 
C) $1,875,000. 
D) $2,000,000. 
E) $2,500,000.

Question 16

Which of the following leads to greater organizational commitment by the salespeople?

Accepted Answer

A) An evaluation system that emphasizes sales results. 
B) An evaluation system that emphasizes sales behaviors. 
C) An evaluation system that emphasizes sales volumes. 
D) An evaluation system that emphasizes sales dollars. 
E) None of these. 
A) An evaluation system that emphasizes sales results. 
B) An evaluation system that emphasizes sales behaviors. 
C) An evaluation system that emphasizes sales volumes. 
D) An evaluation system that emphasizes sales dollars. 
E) None of these.

Question 17

Regarding the interpretation of quantitative data in a performance evaluation:

Accepted Answer

A) Similar data (order size,call rate,sales,etc. )gathered from the different territories may not be comparable. 
B) Gross margin is a poor indicator of performance,especially if the company sells many products with quite different margins. 
C) Market share performance is an exact basis for comparing several sales reps. 
D) It is better to have a high average order size than to get a large number of orders. 
E) A high batting average (orders - calls)is a good indicator of a well-balanced sales job. 
A) Similar data (order size,call rate,sales,etc. )gathered from the different territories may not be comparable. 
B) Gross margin is a poor indicator of performance,especially if the company sells many products with quite different margins. 
C) Market share performance is an exact basis for comparing several sales reps. 
D) It is better to have a high average order size than to get a large number of orders. 
E) A high batting average (orders - calls)is a good indicator of a well-balanced sales job.

Question 18

A quantitative factor which is useful for measuring output (results)in a sales rep's performance is:

Accepted Answer

A) Direct selling expense. 
B) Gross margin. 
C) Days worked. 
D) Advertising displays set up. 
E) Meeting held with dealers. 
A) Direct selling expense. 
B) Gross margin. 
C) Days worked. 
D) Advertising displays set up. 
E) Meeting held with dealers.

Question 19

The evaluation procedure known as 360 degree feedback involves getting feedback from which of the following?

Accepted Answer

A) The salesperson's peers. 
B) The salesperson's clients. 
C) The salesperson's subordinates. 
D) Only two of the above. 
E) All of these. 
A) The salesperson's peers. 
B) The salesperson's clients. 
C) The salesperson's subordinates. 
D) Only two of the above. 
E) All of these.

Question 20

Three hundred sixty degree feedback involves getting feedback primarily from all of the salesperson's customers.

Accepted Answer

A) True 
 B)False

An accurate generalization about evaluating sales force performance is that:

A low average order might indicate that the sales rep needs more training on product knowledge and building up the order.

Productivity is the ratio of input to output.

A low average order might indicate that the sales rep was failing to sell the entire product line.

Regarding the use of gross margin as a basis for evaluating salespeople's performance:

The evaluation activity takes on a fuller,richer meaning if we think of this activity in terms of the evaluation and ______ of individual salespeople.

To get information on quantitative input factors in a performance evaluation,management most likely will rely on:

An effective program for evaluating salespeople's performance is least likely to:

Sales managers frequently make evaluations that are too general and too subjective.

A low call rate often means that the rep is calling on poor prospects.

The evaluation of salespeople serves as means of directing salespeople's efforts.

Regarding the interpretation of quantitative data used in a performance evaluation:

Max sells for Whatisits Company.His batting average is by far the highest in the firm - .400.Unfortunately,his average order is the lowest - $3,000.He only saves himself by making a large number of calls per day (5)while working 275 days a year.What is his sales volume for the year?

Which of the following leads to greater organizational commitment by the salespeople?

Regarding the interpretation of quantitative data in a performance evaluation:

A quantitative factor which is useful for measuring output (results)in a sales rep's performance is:

The evaluation procedure known as 360 degree feedback involves getting feedback from which of the following?

Three hundred sixty degree feedback involves getting feedback primarily from all of the salesperson's customers.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 16: Evaluating a Salespersons Performance

An accurate generalization about evaluating sales force performance is that:

A low average order might indicate that the sales rep needs more training on product knowledge and building up the order.

Productivity is the ratio of input to output.

A low average order might indicate that the sales rep was failing to sell the entire product line.

Regarding the use of gross margin as a basis for evaluating salespeople's performance:

The evaluation activity takes on a fuller,richer meaning if we think of this activity in terms of the evaluation and ______ of individual salespeople.

To get information on quantitative input factors in a performance evaluation,management most likely will rely on:

An effective program for evaluating salespeople's performance is least likely to:

Sales managers frequently make evaluations that are too general and too subjective.

A low call rate often means that the rep is calling on poor prospects.

The evaluation of salespeople serves as means of directing salespeople's efforts.

Regarding the interpretation of quantitative data used in a performance evaluation:

Max sells for Whatisits Company.His batting average is by far the highest in the firm - .400.Unfortunately,his average order is the lowest - $3,000.He only saves himself by making a large number of calls per day (5)while working 275 days a year.What is his sales volume for the year?

Which of the following leads to greater organizational commitment by the salespeople?

Regarding the interpretation of quantitative data in a performance evaluation:

A quantitative factor which is useful for measuring output (results)in a sales rep's performance is:

The evaluation procedure known as 360 degree feedback involves getting feedback from which of the following?

Three hundred sixty degree feedback involves getting feedback primarily from all of the salesperson's customers.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Developing, Delivering, and Reinforcing a Sales Training Program

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Ethical and Legal Responsibilities of Sales Managers

Filters