Question 1

An effective 360-degree feedback system requires that data sources remain confidential.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements regarding the graphic rating/checklist method of performance evaluation is false?

Accepted Answer

A)  This method is very popular in many sales organizations. 
B)  It consists of approaches where salespeople are evaluated using some type of performance evaluation form. 
C)  This method involves ranking salespeople according to their relative performance on each performance criterion. 
D)  It was rated poor on the discriminability criterion. 
E)  With this method, some sales managers tend to give all ratings around the average.

Question 3

The behavior-based perspective to salesperson performance evaluation uses straightforward objective measures of results.

Accepted Answer

A) True 
 B)False

Question 4

Most sales organizations focus on this behavioral criterion in salesperson evaluation:

Accepted Answer

A)  number of demonstrations conducted. 
B)  number of required reports submitted. 
C)  number of customer calls. 
D)  number of letters/phone calls to prospects. 
E)  number of customer complaints.

Question 5

An effective 360-degree feedback system requires that all participants understand how the data will be used.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements regarding the use of the scale termed INDSALES is false?

Accepted Answer

A)  It is a scale for evaluating the job satisfaction of salespeople. 
B)  In using the scale, salespeople indicate their level of agreement with a number of statements concerning their particular sales job. 
C)  The scale uses statements designed to measure satisfaction in five general areas. 
D)  The answers salespeople give to the scale statements are summed to form an overall salesperson satisfaction score. 
E)  Sales managers can view the dimensional scores for each salesperson if they choose.

Question 7

Validity in the salesperson evaluation method is necessary because it ensures that

Accepted Answer

A)  the measurement instruments and evaluation process will be similar throughout the sales organization. 
B)  the performance evaluation method will be designed to meet the needs of the sales organization. 
C)  the measures provide accurate assessments of the criteria they are intended to measure. 
D)  the measures will be stable over time and exhibit internal consistency. 
E)  the evaluation methods will be capable of detecting differences in the performance of individual salespeople.

Question 8

This type of criterion assesses improvements in certain characteristics of salespeople that are related to successful performance in the sales job:

Accepted Answer

A)  profitability. 
B)  productivity. 
C)  professional development. 
D)  behavioral. 
E)  results.

Question 9

When using 360-degree feedback, top salespeople tend to overestimate their performance, while bottom performers underestimate.

Accepted Answer

A) True 
 B)False

Question 10

Net profit dollars is a profitability criterion.

Accepted Answer

A) True 
 B)False

Question 11

The more a salesperson performance-evaluation system is outcome-based than behavior-based the more likely salespeople are to sell smarter rather than harder.

Accepted Answer

A) True 
 B)False

Question 12

All the following are benefits of 360-degree feedback except

Accepted Answer

A)  it reduces assessment bias. 
B)  it detects barriers to success. 
C)  it eliminates sales manager involvement. 
D)  it helps better understand customer needs. 
E)  it helps assess developmental needs.

Question 13

The sample statement, "Management is progressive," used in the INDSALES scale would be attempting to measure this dimension of job satisfaction:

Accepted Answer

A)  pay. 
B)  promotion and advancement. 
C)  customers. 
D)  company policy and support. 
E)  the job.

Question 14

Reliability, as a characteristic of salesperson performance evaluation methods, can be defined as

Accepted Answer

A)  the need for the measurement instruments and evaluation process to be similar throughout the sales organization. 
B)  the ability of the measure to provide accurate assessments of the criteria they are intended to measure. 
C)  the ability of the measure to meet the needs of the sales organization. 
D)  the need for the measures to be stable over time and exhibit internal consistency. 
E)  the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

Question 15

Practicality, as a characteristic of salesperson performance evaluation methods, can be defined as

Accepted Answer

A)  the need for the measurement instruments and evaluation process to be similar throughout the sales organization. 
B)  the ability of the measure to provide accurate assessments of the criteria they are intended to measure. 
C)  the ability of the measure to meet the needs of the sales organization. 
D)  the need for the measures to be stable over time and exhibit internal consistency. 
E)  the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

Question 16

A major disadvantage of the graphic rating/checklist method is in providing evaluations that discriminate sufficiently between the performance of individual salespeople.

Accepted Answer

A) True 
 B)False

Question 17

A sales quota represents a reasonable sales objective for a territory, district, region, or zone.

Accepted Answer

A) True 
 B)False

Question 18

Performance evaluations for the purpose of identifying salespeople for promotion into sales management positions should focus on the activities and results related to the salesperson's current job and situation.

Accepted Answer

A) True 
 B)False

Question 19

The results of salesperson performance evaluations can be used for all these sales management purposes except to

Accepted Answer

A)  identify salespeople that might need to be terminated and to supply evidence to support the need for termination. 
B)  identify salespeople that might be promoted. 
C)  assess the adequacy of a firm's sales management process and to provide direction for improved performance and prescription for needed changes. 
D)  ensure that compensation and other reward disbursements are consistent with actual salesperson performance. 
E)  determine the specific training and counseling needs of individual salespeople and the overall salesforce.

Question 20

Salespeople can increase profitability in all the following ways except

Accepted Answer

A)  by selling more higher margin products. 
B)  by reducing their travel and entertainment costs. 
C)  by reducing their order-call ratio. 
D)  by maintaining higher prices in sales negotiations. 
E)  by reducing their average cost per sales call.

Exam 9: Evaluating the Performance of Salespeople

An effective 360-degree feedback system requires that data sources remain confidential.

Which of the following statements regarding the graphic rating/checklist method of performance evaluation is false?

The behavior-based perspective to salesperson performance evaluation uses straightforward objective measures of results.

Most sales organizations focus on this behavioral criterion in salesperson evaluation:

An effective 360-degree feedback system requires that all participants understand how the data will be used.

Which of the following statements regarding the use of the scale termed INDSALES is false?

Validity in the salesperson evaluation method is necessary because it ensures that

This type of criterion assesses improvements in certain characteristics of salespeople that are related to successful performance in the sales job:

When using 360-degree feedback, top salespeople tend to overestimate their performance, while bottom performers underestimate.

Net profit dollars is a profitability criterion.

The more a salesperson performance-evaluation system is outcome-based than behavior-based the more likely salespeople are to sell smarter rather than harder.

All the following are benefits of 360-degree feedback except

The sample statement, "Management is progressive," used in the INDSALES scale would be attempting to measure this dimension of job satisfaction:

Reliability, as a characteristic of salesperson performance evaluation methods, can be defined as

Practicality, as a characteristic of salesperson performance evaluation methods, can be defined as

A major disadvantage of the graphic rating/checklist method is in providing evaluations that discriminate sufficiently between the performance of individual salespeople.

A sales quota represents a reasonable sales objective for a territory, district, region, or zone.

Performance evaluations for the purpose of identifying salespeople for promotion into sales management positions should focus on the activities and results related to the salesperson's current job and situation.

The results of salesperson performance evaluations can be used for all these sales management purposes except to

Salespeople can increase profitability in all the following ways except