Question 1

The 80-20 principle suggests that marketing efforts should be concentrated on a majority of customers.

Accepted Answer

A) True 
 B)False

Question 2

According to the iceberg principle, 20 percent of the territories, products, or customers produce 80 percent of the revenues.

Accepted Answer

A) True 
 B)False

Question 3

The gross margin percentage achieved by salespeople shows a salesperson's ability to increase revenue.

Accepted Answer

A) True 
 B)False

Question 4

Behavioral based control systems are primarily concerned with tracking one key outcome factor.

Accepted Answer

A) True 
 B)False

Question 5

The data used in ranking procedures can be used to provide an overall measure of salesperson efficiency.

Accepted Answer

A) True 
 B)False

Question 6

Although a sales analysis provides managers with useful data, it does not reveal the effects of price-cutting or the differences in selling costs, potential, and saturation that exist across products or territories.

Accepted Answer

A) True 
 B)False

Question 7

Aggregate performance measures include sales, days worked, calls, orders, and expenses.

Accepted Answer

A) True 
 B)False

Question 8

The four-factor model for sales force evaluation indicates that sales cannot be increased by:

Accepted Answer

A)   making more calls per day.
B)   closing more customers.
C)   increasing the size of the average order.
D)   by working fewer days.
E)   increasing one's "batting average" (orders per calls) .

Question 9

One significant problem with successful implementation of behavioral control systems is that there is no reliable mechanism to gather the necessary information.

Accepted Answer

A) True 
 B)False

Question 10

One problem with using sales results in evaluating salespeople is that they do not adequately measure conditions faced by salespeople in the field.

Accepted Answer

A) True 
 B)False

Question 11

You are the sales manager of a large company that produces and distributes fresh baked bread to grocery stores. You have a sales staff of 83 field reps. Which of the following methods would be best suited to maximize your information gathering process?

Accepted Answer

A)   review of the expense accounts (gasoline receipts and so forth)  submitted by your field reps.
B)   initiate a system of daily call reports.
C)   use the bakery department records to monitor the sampling activities of the sales force.
D)   periodically travel with the field reps.
E)   capital market structure.

Question 12

Which of the following is not part of the sales force evaluation model?

Accepted Answer

A)   set goals and objectives for sales force
B)   design sales plan
C)   set performance standards for individual salespeople
D)   measure results against standards
E)   none of the above (all are part of the sales force evaluation model)

Question 13

Outcome evaluation systems are recommended in industries where the salesperson has a substantial influence on the results.

Accepted Answer

A) True 
 B)False

Question 14

Sales performance evaluation is essentially a comparison of:

Accepted Answer

A)   sales force goals and objectives to actual achievements in the field.
B)   sales force goals to actual objectives in the field.
C)   sales force goals and objectives to anticipated achievements in the field.
D)   sales force goals and objectives to past achievements in the field.
E)   sales force goals to past objectives in the field.

Question 15

Behavioral measures are recommended when the sales environment is competitive.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following market condition would you use a behavioral evaluation control system?

Accepted Answer

A)   customers need information
B)   competitive sales environment
C)   there is a need to protect the brand image
D)   customers trust the salesperson
E)   customers need lots of information

Question 17

Sales and cost data can be combined to show the effects of changes in selling tactics on the profitability of the firm.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is/are possible reasons why a manager may institute behavior based control procedures?

Accepted Answer

A)   it leads to more knowledgeable and expert salespeople.
B)   it encourages salespeople to achieve company goals.
C)   it greatly reduces the amount of time salespeople are expected to spend planning their calls and on sales support activities.
D)   two of the above, and they are a and
E)   all of the above.

Question 19

Cost-of-goods-sold figures should not be used in a sales analysis because sales managers have no control of them.

Accepted Answer

A) True 
 B)False

Question 20

Industry sales figures and standards are useful when evaluating sales by product lines.

Accepted Answer

A) True 
 B)False

Exam 13: Evaluating Sales Force Performance

Which of the following market condition would you use a behavioral evaluation control system?

Correct AnswerverifiedShow Answer

The four-factor model for sales force evaluation indicates that sales cannot be increased by:

Correct AnswerverifiedShow Answer

One problem with using sales results in evaluating salespeople is that they do not adequately measure conditions faced by salespeople in the field.

Correct AnswerverifiedShow Answer

Behavioral based control systems are primarily concerned with tracking one key outcome factor.

Correct AnswerverifiedShow Answer

Which of the following is not part of the sales force evaluation model?

Correct AnswerverifiedShow Answer

You are the sales manager of a large company that produces and distributes fresh baked bread to grocery stores. You have a sales staff of 83 field reps. Which of the following methods would be best suited to maximize your information gathering process?

Correct AnswerverifiedShow Answer

Aggregate performance measures include sales, days worked, calls, orders, and expenses.

Correct AnswerverifiedShow Answer

Industry sales figures and standards are useful when evaluating sales by product lines.

Correct AnswerverifiedShow Answer

One significant problem with successful implementation of behavioral control systems is that there is no reliable mechanism to gather the necessary information.

Correct AnswerverifiedShow Answer

Sales and cost data can be combined to show the effects of changes in selling tactics on the profitability of the firm.

Correct AnswerverifiedShow Answer

Outcome evaluation systems are recommended in industries where the salesperson has a substantial influence on the results.

Correct AnswerverifiedShow Answer

Sales performance evaluation is essentially a comparison of:

Correct AnswerverifiedShow Answer

The 80-20 principle suggests that marketing efforts should be concentrated on a majority of customers.

Correct AnswerverifiedShow Answer

Although a sales analysis provides managers with useful data, it does not reveal the effects of price-cutting or the differences in selling costs, potential, and saturation that exist across products or territories.

Correct AnswerverifiedShow Answer

Behavioral measures are recommended when the sales environment is competitive.

Correct AnswerverifiedShow Answer

Which of the following is/are possible reasons why a manager may institute behavior based control procedures?

Correct AnswerverifiedShow Answer

Cost-of-goods-sold figures should not be used in a sales analysis because sales managers have no control of them.

Correct AnswerverifiedShow Answer

The data used in ranking procedures can be used to provide an overall measure of salesperson efficiency.

Correct AnswerverifiedShow Answer

The gross margin percentage achieved by salespeople shows a salesperson's ability to increase revenue.

Correct AnswerverifiedShow Answer

According to the iceberg principle, 20 percent of the territories, products, or customers produce 80 percent of the revenues.

Correct AnswerverifiedShow Answer

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