Question 1

What is the effectiveness index of a salesperson whose previous year's sales totaled $6,000 and whose sales quota for that period was $5,000?

Accepted Answer

A)  83 
B)  120 
C)  97 
D)  106 
E)  69 
A)  83 
B)  120 
C)  97 
D)  106 
E)  69

Question 2

Increases in field selling costs and extremely competitive markets have put tremendous pressure on firm profitability.

Accepted Answer

A) True 
 B)False

Question 3

Profitability can be increased in the long run if expenses can be reduced by more effective or more efficient spending.

Accepted Answer

A) True 
 B)False

Question 4

Six Sigma can potentially be applied to any process involved in the sales organization (e.g., recruiting, selection, training, etc.) to make it better and improve salesforce effectiveness.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements regarding productivity analysis is false?

Accepted Answer

A)  The most useful input unit for productivity analysis is total sales per salesperson. 
B)  Productivity is typically measured in terms of ratios between outputs and inputs. 
C)  Sales productivity and profitability are highly interrelated. 
D)  Productivity analysis is managerial oriented. 
E)  Improvements in sales productivity should be achieved by an increase in output with the same level of input. 
A)  The most useful input unit for productivity analysis is total sales per salesperson. 
B)  Productivity is typically measured in terms of ratios between outputs and inputs. 
C)  Sales productivity and profitability are highly interrelated. 
D)  Productivity analysis is managerial oriented. 
E)  Improvements in sales productivity should be achieved by an increase in output with the same level of input.

Question 6

Six Sigma is a form of process improvement.

Accepted Answer

A) True 
 B)False

What is the effectiveness index of a salesperson whose previous year's sales totaled $6,000 and whose sales quota for that period was $5,000?

Increases in field selling costs and extremely competitive markets have put tremendous pressure on firm profitability.

Profitability can be increased in the long run if expenses can be reduced by more effective or more efficient spending.

Six Sigma can potentially be applied to any process involved in the sales organization (e.g., recruiting, selection, training, etc.) to make it better and improve salesforce effectiveness.

Which of the following statements regarding productivity analysis is false?

Six Sigma is a form of process improvement.

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

Filters

Exam 8: Evaluating the Effectiveness of the Organization

What is the effectiveness index of a salesperson whose previous year's sales totaled $6,000 and whose sales quota for that period was $5,000?

Increases in field selling costs and extremely competitive markets have put tremendous pressure on firm profitability.

Profitability can be increased in the long run if expenses can be reduced by more effective or more efficient spending.

Six Sigma can potentially be applied to any process involved in the sales organization (e.g., recruiting, selection, training, etc.) to make it better and improve salesforce effectiveness.

Which of the following statements regarding productivity analysis is false?

Six Sigma is a form of process improvement.

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

Filters