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1 | |
Evaluating the performance of individual salespeople is difficult because: |
| | A) | many duties assigned to salespeople cannot be measured objectively |
| | B) | some tasks are difficult to evaluate even on a subjective basis |
| | C) | close supervision of reps is typically not feasible |
| | D) | results of a rep's efforts may not be evident for some time |
| | E) | All of the above |
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2 | |
All of the following are output factors used to evaluate a salesperson's performance, except: |
| | A) | sales volume |
| | B) | gross margin/profit |
| | C) | number of orders |
| | D) | call rate |
| | E) | number of lost accounts |
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3 | |
All of the following are input factors used to evaluate a salesperson's performance, except: |
| | A) | days worked |
| | B) | selling expense |
| | C) | gross margin/profit |
| | D) | letters written to prospects |
| | E) | calls per day |
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4 | |
Input factors are always: |
| | A) | qualitative |
| | B) | quantitative |
| | C) | subjective |
| | D) | objective |
| | E) | based on behaviors that are under the rep's control |
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5 | |
Fill in the blank to complete the equation: |
| | A) | Sales = Days worked x Call rate x _______________ x Average order size |
| | B) | Batting average |
| | C) | Sales per day |
| | D) | Number of orders |
| | E) | Direct selling expense |
| | F) | None of the above |
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6 | |
Batting average is equal to: |
| | A) | Calls per account |
| | B) | Orders per call |
| | C) | Accounts per rep |
| | D) | Sales per day |
| | E) | Calls per days worked |
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7 | |
Company records are the main source for data on most: |
| | A) | qualitative input factors |
| | B) | quantitative input factors |
| | C) | quantitative output factors |
| | D) | both A and B |
| | E) | None of the above |
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8 | |
Call reports, activity reports, expense reports, and other reports submitted by the sales force are an important source of information, particularly for |
| | A) | input factors |
| | B) | output factors |
| | C) | personality factors |
| | D) | attitude factors |
| | E) | All of the above |
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9 | |
Joe has worked 220 days, made 700 calls, and took 500 orders. His batting average is: |
| | A) | 0.843 |
| | B) | 0.714 |
| | C) | 0.440 |
| | D) | 0.314 |
| | E) | 0.543 |
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10 | |
Joe has worked 220 days, made 700 calls, and took 500 orders. His call rate is: |
| | A) | 3.55 |
| | B) | 4.80 |
| | C) | 3.18 |
| | D) | 1.40 |
| | E) | 2.27 |
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2003 McGraw-Hill Higher Education