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Multiple Choice Quiz
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1
A salesperson's effectiveness can be measured by:
A)Sales volume.
B)Market share.
C)Profitability of sales.
D)All of the above.
2
One of the weaknesses of using quotas to assess salespeople's performance is:
A)It gives a salesperson a defined goal.
B)It can be adjusted for the size of the territory.
C)It may be arbitrary and not include all the factors affecting sales in that market.
D)It can be changed based on emerging trends in the market.
3
Which of the following is NOT a common category of sales performance ratios?
A)Expense ratios
B)Bias ratios.
C)Account development ratios.
D)Call activity ratios.
4
The ___________ measures how well sale reps are servicing established accounts in the territory.
A)New-account conversion ratio
B)Expense ratio
C)Cost per call ratio.
D)Lost account ratio
5
Given the equation sales = days worked x calls/days worked x orders/call x sales/orders, a salesperson increase sales by:
A)Increasing the number of calls per day.
B)Increasing the number of days worked.
C)Increasing the orders per call ratio.
D)All of the above.
6
Which of the following performance appraisal attributes is a mostly subjective performance measure?
A)Personal characteristics.
B)Sales results.
C)Management of territory
D)Job knowledge.
7
The situation where the rating assigned on one characteristic may significantly influence the ratings assigned to all other characteristics is called the:
A)Halo effect.
B)Evaluator's outcome bias.
C)Internal affect.
D)BARS.
8
A CRM system should gather data at all ____________ where salespeople interact with customers.
A)Closings.
B)Presentations.
C)Touchpoints.
D)Industry association meetings.
9
When appraisals provide clear criteria and are _____________________, they are more likely to be perceived as fair by the members of the sales force.
A)Developed with input by salespeople.
B)Administered subjectively.
C)A surprise to salespeople.
D)All of the above.
10
In a performance management system approach, salespeople take the lead in:
A)Goal setting.
B)Adjustment of their performance.
C)Performance measurement.
D)All of the above.





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