Describe several ways in which management can evaluate sales force performance
What will be an ideal response?
To evaluate its sales force, management needs to get regular information about the performance of its salespeople. Management uses salespeople's expense reports and call reports to gauge sales call volume and success rates. In addition, management can use sales performance data in each salesperson's territory, along with personal observation and customer satisfaction, to identify strengths and weaknesses in the sales force. Individual sales performance is usually measured against a sales quota. Taking information gathered from these sources into consideration, management should provide salespeople with constructive feedback aimed at helping each salesperson succeed.
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