Exam 8: Evaluating the Effectiveness of the Organization

Extraorganizational factors including technological, political, legal, and economic-demographic factors are considered in this area of the sales organization audit framework:

(Multiple Choice)

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Question 81

Analysis of sales dollars or sales units provides the same evaluative information.

(True/False)

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Question 82

The sales organization audit is a tool that needs to be used only by those firms that are not achieving their goals.

(True/False)

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Question 83

The full-cost approach to income statement analysis is more popular than the contribution approach because firms feel that it is more objective.

(True/False)

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Question 84

The effectiveness of the percentage-of-sales method depends in part on the appropriateness of the expenditure percentages used.

(True/False)

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Question 85

The most often-used sales definition defines a sale as

(Multiple Choice)

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Question 86

Which of the following statements regarding sales organization effectiveness is true?

(Multiple Choice)

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Question 87

Assessing the success of a sales organization is difficult because so many factors must be considered.

(True/False)

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Question 88

What is the effectiveness index of a salesperson whose previous year's sales totaled $7,000 and whose sales quota for that period was $8,000?

(Multiple Choice)

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Question 89

According to the text, there is no easy way to evaluate the effectiveness of the sales organization.

(True/False)

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Question 90

The most useful input for productivity analysis is sales dollars.

(True/False)

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Question 91

A major advantage of productivity ratios is

(Multiple Choice)

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Question 92

The analysis of different types of sales at different organizational levels increases management's ability to detect and define problem areas in sales performance.

(True/False)

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Question 93

Please calculate the asset turnover rate if sales = $18,000,000; cost of goods sold = $10,000,000; and total assets managed = $10,000,000:

(Multiple Choice)

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Question 94

In a sales analysis, which of the following comparisons would not be made?

(Multiple Choice)

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Question 95

A low-profit contribution percentage may be the result of selling low margin products or excessive selling expenses.

(True/False)

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Question 96

Which of the following provides a benchmark for the evaluation of selling costs?

(Multiple Choice)

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Question 97

Sales results lower than quota will have index value greater than 100.

(True/False)

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Question 98

The sales organization audit typically will provide an assessment of sales management functions.

(True/False)

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Question 99

A sales forecast represents an expected level of firm sales for defined products, markets, and time periods and for a specified strategy.

(True/False)

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Question 100

Showing 81 - 100 of 126

Extraorganizational factors including technological, political, legal, and economic-demographic factors are considered in this area of the sales organization audit framework:

Analysis of sales dollars or sales units provides the same evaluative information.

The sales organization audit is a tool that needs to be used only by those firms that are not achieving their goals.

The full-cost approach to income statement analysis is more popular than the contribution approach because firms feel that it is more objective.

The effectiveness of the percentage-of-sales method depends in part on the appropriateness of the expenditure percentages used.

The most often-used sales definition defines a sale as

Which of the following statements regarding sales organization effectiveness is true?

Assessing the success of a sales organization is difficult because so many factors must be considered.

What is the effectiveness index of a salesperson whose previous year's sales totaled $7,000 and whose sales quota for that period was $8,000?

According to the text, there is no easy way to evaluate the effectiveness of the sales organization.

The most useful input for productivity analysis is sales dollars.

A major advantage of productivity ratios is

The analysis of different types of sales at different organizational levels increases management's ability to detect and define problem areas in sales performance.

Please calculate the asset turnover rate if sales = $18,000,000; cost of goods sold = $10,000,000; and total assets managed = $10,000,000:

In a sales analysis, which of the following comparisons would not be made?

A low-profit contribution percentage may be the result of selling low margin products or excessive selling expenses.

Which of the following provides a benchmark for the evaluation of selling costs?

Sales results lower than quota will have index value greater than 100.

The sales organization audit typically will provide an assessment of sales management functions.

A sales forecast represents an expected level of firm sales for defined products, markets, and time periods and for a specified strategy.

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 Performance of Salespeople

Developing Forecasts

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