Explain how a salesperson's performance can be evaluated.
What will be an ideal response?
Salespeople are often judged along several dimensions. Sales managers evaluate many performance indicators, including average number of calls per day, average sales per customer, actual sales relative to sales potential, number of new-customer orders, average cost per call, and average gross profit per customer. To evaluate a salesperson, a sales manager may compare one or more of these dimensions with predetermined performance standards. However, sales managers commonly compare a salesperson's performance with that of other employees operating under similar selling conditions or the salesperson's current performance with past performance. Sometimes, management judges factors that have less direct bearing on sales performance, such as personal appearance, product knowledge, and ethical standards. One concern is the tendency to reprimand top sellers less severely than poor performers for engaging in unethical selling practices.
You might also like to view...
Which of the following is one of the challenges of planning?
A. Assigning the right people to tasks. B. Determining the correct budget. C. Measuring results with accuracy. D. Finding the time to plan. E. Motivating employees.
A check drawn by a company for $360 in payment of a liability was recorded in the journal as $630 . What entry is required in the company's accounts?
a. debit Accounts Payable; credit Cash b. debit Cash; credit Accounts Receivable c. debit Cash; credit Accounts Payable d. debit Accounts Receivable; credit Cash
Which of the following approaches to new product development consists of a funnel like process where the number of concepts diminishes after each step because some will fail the test at each stage?
A) the Classic Linear Approach B) the Rugby Approach C) the Cost Differential Approach D) the Target Costing Approach
______________ is a key element of the United Nations Global Impact Principles.
a. Respect global rules b. Multilateral trade c. Human rights d. Self-regulatory practices