4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"

Your Results for: "Multiple Choice Questions" Print this page

Book Title: Sales Management in Canada Summary of Results

Book Author: MacKenzie
40% Correct of 15 Scored items:
Location on Site: Chapter 13 > Study Guide > Multiple 6 Correct: 40%
Choice Questions 9 Incorrect: 60%
Date/Time April 30, 2020 at 5:11 AM (UTC/GMT)
More information about scoring
Submitted:

1. The first step of the sales force evaluation process is:

Your Answer: Establish the sales force objective to measure

2. The progression of a sales force analysis would be:

Your Answer: (blank)

3. A key input measure for a salesperson evaluation would be:

Your Answer: Total revenue

Correct Answer: Number of calls per day

Number of calls per day. See page 384.

4. A key calculation for a sales force evaluation is:

Your Answer: Salesperson calls per day

Correct Answer: Company market share

Company market share. See page 385.

5. A key outcome to assess when comparing company product results is:

Your Answer: Sales results compared to sales forecast for each product class

6. The main reason a sales organization analyzes costs of goods sold per product line is to:

Your Answer: Sales compensation percentage

Correct Answer: Gross margin percentage

Gross margin percentage. See page 387.

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4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"
7. A key reason for evaluating salespeople is:

Your Answer: To modify performance measures

Correct Answer: To help identify training needs

To help identify training needs. See page 388.

8. A key bias that can affect the salesperson performance evaluation is:

Your Answer: Rating system

Correct Answer: High sales results overshadowing behaviour results

High sales results overshadowing behaviour results. See pages 400-401.

9. The #1 subjective base used for evaluating salespeople is:

Your Answer: Negotiation skills

Correct Answer: Communication skills

Communication skills. See page 401.

10. The main rationale for assessing subjective measures as part of a salesperson evaluation
is:

Your Answer: To assess the quality of work as opposed to the quantity of work

11. The best tool to reduce the bias associated with subjective performance measures is:

Your Answer: A 360°feedback system

12. The main purpose of a performance matrix is to:

Your Answer: To categorize 360° feedback

Correct Answer: To compare salespeople across several input/output measures

To compare salespeople across several input/output measures. See pages 403-404.

13. The critical first step when creating a performance matrix is to:

Your Answer: Decide on the measure scale

Correct Answer: Decide which input or output measures to use

Decide which input or output measures to use. See page 403.

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4/30/2020 Your Results for "<b>Multiple Choice Questions</b>"

14. The process for an individual sales performance evaluation system is important to get the
salesperson to buy in. The ideal order of the process is:

Your Answer: Determine quantitative and qualitative measures, benchmark results,

establish rating system, design assessment template, collect data
including 360°feedback, hold meeting between salesperson and manager,
sign-off of results

15. A critical mistake that sales managers make when conducting a performance evaluation
with a salesperson is:

Your Answer: They don't allow the salesperson to self-evaluate as part of the process

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