Exam (elaborations)
MKTG 3345. Sales Force Evaluation Questions and Answers 2024
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MKTG 3345. Sales Force Evaluation
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MKTG 3345. Sales Force EvaluationSteps in Sales Force Evaluation - answer1. set goals and objectives for salesforce,
including: revenues, contribution profits, market share, expense ratios
2. design sales plan
3. set product performance standards for: organization, salespeople, regions, accounts,
districts
4. measure results against standard
5. take corrective action
output salesperson evaluation - answer measure results
- sales volume
- sales growth
- sales/quota
- sales/potential
- new accounts
- orders
- contribution margins
- contribution percentage
input salesperson evaluation - answermeasure activity/behavior
- expenses
- calls
- days worked
- reports
- complaints
- demonstrations
- dealer meetings
- display set up
behavior - answerinput-based system
- Calls
- Reports
- Complaints
- Demonstrations
- Dealer meetings
- Display set up
- Travel/entertainment expenses
qualitative measurement sales force evaluation - answer- communication skills (most
used/important)
- product knowledge
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