Question 1

The behavioral dimension of salesperson performance evaluation consists of criteria related to activities performed by individual salespeople.

Accepted Answer

A) True 
 B)False

Question 2

When attempting to use the diagnostic information provided by salesperson-evaluation methods the major difficulty is in

Accepted Answer

A)  reviewing the performance of each individual salesperson against each relevant criterion. 
B)  attempting to summarize the results across all salespeople being supervised. 
C)  isolating the specific causes of low performance. 
D)  determining which salespeople are not meeting their sales quotas. 
E)  making determinations as to the levels of performance that must be met to deserve special recognition and rewards. 
A)  reviewing the performance of each individual salesperson against each relevant criterion. 
B)  attempting to summarize the results across all salespeople being supervised. 
C)  isolating the specific causes of low performance. 
D)  determining which salespeople are not meeting their sales quotas. 
E)  making determinations as to the levels of performance that must be met to deserve special recognition and rewards.

Question 3

A sales quota represents an expected level of firm sales for a defined geographic area, time period, and strategy.

Accepted Answer

A) True 
 B)False

Question 4

The evaluation method indicated by the following example is the "Set up a scale from 1 to 10 with a rating of 2 suggesting that the salesperson can be expected to demonstrate little initiative in support of the team."

Accepted Answer

A)  graphic rating/checklist method. 
B)  ranking method. 
C)  management by objectives (MBO). 
D)  behaviorally anchored rating scale (BARS). 
E)  team-evaluation consensus. 
A)  graphic rating/checklist method. 
B)  ranking method. 
C)  management by objectives (MBO). 
D)  behaviorally anchored rating scale (BARS). 
E)  team-evaluation consensus.

Question 5

Most companies consider salespeople who make _____ percent or less of quota to be average performers.

Accepted Answer

A)  26 
B)  72 
C)  90 
D)  100 
E)  110 
A)  26 
B)  72 
C)  90 
D)  100 
E)  110

Question 6

Research has shown conclusively that high salesperson performance increases salesperson job satisfaction.

Accepted Answer

A) True 
 B)False

The behavioral dimension of salesperson performance evaluation consists of criteria related to activities performed by individual salespeople.

When attempting to use the diagnostic information provided by salesperson-evaluation methods the major difficulty is in

A sales quota represents an expected level of firm sales for a defined geographic area, time period, and strategy.

The evaluation method indicated by the following example is the "Set up a scale from 1 to 10 with a rating of 2 suggesting that the salesperson can be expected to demonstrate little initiative in support of the team."

Most companies consider salespeople who make _____ percent or less of quota to be average performers.

Research has shown conclusively that high salesperson performance increases salesperson job satisfaction.

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

The behavioral dimension of salesperson performance evaluation consists of criteria related to activities performed by individual salespeople.

When attempting to use the diagnostic information provided by salesperson-evaluation methods the major difficulty is in

A sales quota represents an expected level of firm sales for a defined geographic area, time period, and strategy.

The evaluation method indicated by the following example is the "Set up a scale from 1 to 10 with a rating of 2 suggesting that the salesperson can be expected to demonstrate little initiative in support of the team."

Most companies consider salespeople who make _____ percent or less of quota to be average performers.

Research has shown conclusively that high salesperson performance increases salesperson job satisfaction.

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