Question 1

When using a 360-degree feedback system, feedback may be obtained from

Accepted Answer

A)  oneself. 
B)  one's sales manager. 
C)  customers. 
D)  team members. 
E)  any or all the above. 
A)  oneself. 
B)  one's sales manager. 
C)  customers. 
D)  team members. 
E)  any or all the above.

Question 2

A comprehensive evaluation of salesperson performance should incorporate criteria from all the following dimensions except

Accepted Answer

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

Question 3

Most salesperson performance evaluations are conducted by the national sales manager.

Accepted Answer

A) True 
 B)False

Question 4

The behavior-based perspective to salesperson-performance evaluation involves high levels of managerial direction of salespeople.

Accepted Answer

A) True 
 B)False

Question 5

The selling expenses over which salespeople have the least control are their travel and entertainment expenses.

Accepted Answer

A) True 
 B)False

Question 6

Discriminability, 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 the evaluation method to be capable of detecting differences in the performance of individual salespeople. 
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 the evaluation method to be capable of detecting differences in the performance of individual salespeople.

Question 7

Salesperson performance evaluation methods should possess all the following characteristics except

Accepted Answer

A)  usefulness. 
B)  complexity. 
C)  practicality. 
D)  comparability. 
E)  reliability. 
A)  usefulness. 
B)  complexity. 
C)  practicality. 
D)  comparability. 
E)  reliability.

Question 8

Behaviorally anchored rating scales (BARS) are a unique evaluation procedure because they are the only method that

Accepted Answer

A)  tries to link salesperson behaviors with specific results. 
B)  tries to link salesperson behaviors with promotability. 
C)  attempts to correlate sales-training methods with sales results. 
D)  uses behavior to predict a salesperson's level of motivation. 
E)  tries to link salesperson attitudes with their performance. 
A)  tries to link salesperson behaviors with specific results. 
B)  tries to link salesperson behaviors with promotability. 
C)  attempts to correlate sales-training methods with sales results. 
D)  uses behavior to predict a salesperson's level of motivation. 
E)  tries to link salesperson attitudes with their performance.

Question 9

Performance reviews should be tied to real-time selling activities.

Accepted Answer

A) True 
 B)False

Question 10

A behavior-based perspective to evaluating and controlling salesperson performance

Accepted Answer

A)  focuses on objective measures of results. 
B)  has very little monitoring or directing of salespersons by sales managers. 
C)  incorporates complex and often subjective assessments of salesperson characteristics. 
D)  may lead to a focus on short-term outcomes. 
E)  minimizes activities related to customer relationships. 
A)  focuses on objective measures of results. 
B)  has very little monitoring or directing of salespersons by sales managers. 
C)  incorporates complex and often subjective assessments of salesperson characteristics. 
D)  may lead to a focus on short-term outcomes. 
E)  minimizes activities related to customer relationships.

Question 11

Which of the following statements concerning a 360-degree feedback system is false?

Accepted Answer

A)  Ensure that participants provide honest feedback by distributing the feedback instrument confidentially. 
B)  Explain to all participants how the data will be used. 
C)  Make sure those being rated know who did the rating. 
D)  Verify that the data are accurate. 
E)  Ensure that subjects can use the data to improve their performance. 
A)  Ensure that participants provide honest feedback by distributing the feedback instrument confidentially. 
B)  Explain to all participants how the data will be used. 
C)  Make sure those being rated know who did the rating. 
D)  Verify that the data are accurate. 
E)  Ensure that subjects can use the data to improve their performance.

Question 12

"Reliability" refers to the fact that measures should provide accurate assessments of the criteria they are intended to measure.

Accepted Answer

A) True 
 B)False

Question 13

All the following are considered results criteria except

Accepted Answer

A)  number of customer calls per account. 
B)  sales volume in dollars. 
C)  sales volume by customer. 
D)  market share achieved. 
E)  number of new accounts. 
A)  number of customer calls per account. 
B)  sales volume in dollars. 
C)  sales volume by customer. 
D)  market share achieved. 
E)  number of new accounts.

Question 14

When salespeople believe that the criteria upon which they are being evaluated is appropriate, they are likely to be more satisfied with their job.

Accepted Answer

A) True 
 B)False

Question 15

The typical approach to performance evaluation incorporates four distinct stages. Which of the following is not one of the stages?

Accepted Answer

A)  The salesperson and sales manager discuss the salesperson's evaluation. 
B)  The sales manager discusses the salesperson with others (e.g., customers, team members) who evaluated the salesperson. 
C)  The sales manager rates the salesperson relative to predetermined criteria to determine whether he or she is above or below expectations. 
D)  The salesperson's performance is reviewed relative to his or her previous performance evaluation. 
E)  The sales manager and salesperson work together to specify training and resources needed for improvement. 
A)  The salesperson and sales manager discuss the salesperson's evaluation. 
B)  The sales manager discusses the salesperson with others (e.g., customers, team members) who evaluated the salesperson. 
C)  The sales manager rates the salesperson relative to predetermined criteria to determine whether he or she is above or below expectations. 
D)  The salesperson's performance is reviewed relative to his or her previous performance evaluation. 
E)  The sales manager and salesperson work together to specify training and resources needed for improvement.

Question 16

A sales organization employing a behavior-based perspective in their performance-evaluation process would focus on results and expense criteria.

Accepted Answer

A) True 
 B)False

Question 17

All the following are considered profitability criteria except

Accepted Answer

A)  sales volume in dollars. 
B)  gross margin per sales. 
C)  return on sales cost. 
D)  selling expense versus budget. 
E)  average cost per call. 
A)  sales volume in dollars. 
B)  gross margin per sales. 
C)  return on sales cost. 
D)  selling expense versus budget. 
E)  average cost per call.

Question 18

Complete this sentence. The more a salesperson performance evaluation system is behavior-based than outcome-based

Accepted Answer

A)  the less likely that risk-averse salespeople will be attracted, nurtured, and retained. 
B)  the more salespeople will have reduced levels of intrinsic motivation. 
C)  the less salespeople identify with and feel committed to the sales organization. 
D)  the less the need for using pay as a control mechanism. 
E)  the more likely salespeople will reject the authority of sales management. 
A)  the less likely that risk-averse salespeople will be attracted, nurtured, and retained. 
B)  the more salespeople will have reduced levels of intrinsic motivation. 
C)  the less salespeople identify with and feel committed to the sales organization. 
D)  the less the need for using pay as a control mechanism. 
E)  the more likely salespeople will reject the authority of sales management.

Question 19

The results of salesperson-performance evaluations can be used to advise salespeople of work expectations.

Accepted Answer

A) True 
 B)False

Question 20

Usefulness, 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 provide information that is valuable to sales managers in making various decisions. 
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. 
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 provide information that is valuable to sales managers in making various decisions. 
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.

When using a 360-degree feedback system, feedback may be obtained from

A comprehensive evaluation of salesperson performance should incorporate criteria from all the following dimensions except

Most salesperson performance evaluations are conducted by the national sales manager.

The behavior-based perspective to salesperson-performance evaluation involves high levels of managerial direction of salespeople.

The selling expenses over which salespeople have the least control are their travel and entertainment expenses.

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

Salesperson performance evaluation methods should possess all the following characteristics except

Behaviorally anchored rating scales (BARS) are a unique evaluation procedure because they are the only method that

Performance reviews should be tied to real-time selling activities.

A behavior-based perspective to evaluating and controlling salesperson performance

Which of the following statements concerning a 360-degree feedback system is false?

"Reliability" refers to the fact that measures should provide accurate assessments of the criteria they are intended to measure.

All the following are considered results criteria except

When salespeople believe that the criteria upon which they are being evaluated is appropriate, they are likely to be more satisfied with their job.

The typical approach to performance evaluation incorporates four distinct stages. Which of the following is not one of the stages?

A sales organization employing a behavior-based perspective in their performance-evaluation process would focus on results and expense criteria.

All the following are considered profitability criteria except

Complete this sentence. The more a salesperson performance evaluation system is behavior-based than outcome-based

The results of salesperson-performance evaluations can be used to advise salespeople of work expectations.

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

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Developing Forecasts

Filters

Exam 9: Evaluating the Performance of Salespeople

When using a 360-degree feedback system, feedback may be obtained from

A comprehensive evaluation of salesperson performance should incorporate criteria from all the following dimensions except

Most salesperson performance evaluations are conducted by the national sales manager.

The behavior-based perspective to salesperson-performance evaluation involves high levels of managerial direction of salespeople.

The selling expenses over which salespeople have the least control are their travel and entertainment expenses.

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

Salesperson performance evaluation methods should possess all the following characteristics except

Behaviorally anchored rating scales (BARS) are a unique evaluation procedure because they are the only method that

Performance reviews should be tied to real-time selling activities.

A behavior-based perspective to evaluating and controlling salesperson performance

Which of the following statements concerning a 360-degree feedback system is false?

"Reliability" refers to the fact that measures should provide accurate assessments of the criteria they are intended to measure.

All the following are considered results criteria except

When salespeople believe that the criteria upon which they are being evaluated is appropriate, they are likely to be more satisfied with their job.

The typical approach to performance evaluation incorporates four distinct stages. Which of the following is not one of the stages?

A sales organization employing a behavior-based perspective in their performance-evaluation process would focus on results and expense criteria.

All the following are considered profitability criteria except

Complete this sentence. The more a salesperson performance evaluation system is behavior-based than outcome-based

The results of salesperson-performance evaluations can be used to advise salespeople of work expectations.

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

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Developing Forecasts

Filters