Reference no: EM131346046
ASSIGNMENT: Sales Management & Practices
Directions: Unless otherwise stated, answer in complete sentences, and be sure to use correct English, spelling and grammar. Sources must be cited in APA format. Your response should be four double-spaced pages; refer to the "Assignment Format" page located on the Course Home page for specific format requirements.
Part A: Fully describe three measures for assessing the effectiveness of a sales force as a whole. Explain why they are important, what they determine, and how sales managers apply these criteria to sales force performance evaluations.
Part B: You are a sales manager in the electronics industry. Your firm had a salesperson in the far western U.S. who everyone thought was a high performer. Every year he sent in his forecast, which was slightly higher than the year before, and every year he achieved that sales goal and received a nice evaluation and raise. Finally the salesperson retired and a replacement was reassigned. In the first year, he increased sales by 50 percent and in the second year he doubled the previous salesperson's output. Based on this anecdote:
1. List and describe five pipeline analysis evaluation criteria that would have allowed you, the sales manager, to more accurately assess the salesperson's performance.
2. What would these evaluation criteria tell you about the previous and current sales reps?
|
How are american-trained doctors and consumers affected
: What effect would such a limit have on the equilibrium quantity and price of doctors' services in the United States? How are American-trained doctors and consumers affected?
|
|
Contrast the development of northern and southern europe
: 1) Compare and contrast the development of Northern and Southern Europe after the treaty of verdun (has to be a paragraph long, with 3 examples, and answer the following questions: when,who,where, why)
|
|
How the given equivalent resistors can be constructed
: Using no more than four 1-kΩ resistors, show how the following equivalent resistors can be constructed: 2 kΩ, 500 Ω, 1:5 kΩ, 333 Ω, 200 Ω, and 400 Ω.
|
|
Discuss the effects on the equilibrium rental price
: Discuss the effects on the equilibrium rental price and the quantity of housing rented.
|
|
Describe five pipeline analysis evaluation criteria
: BM410- List and describe five pipeline analysis evaluation criteria that would have allowed you, the sales manager, to more accurately assess the salesperson's performance.
|
|
Are memoirs a primary or a secondary source
: Are memoirs a primary or a secondary source? could they be considered both a primary and secondary source?
|
|
What is the likely effect of such a law
: The local authorities announced that they would investigate and that they would enforce a law prohibiting price increases of more than 10% during an emergency period. What is the likely effect of such a law?
|
|
What are the most significant public health achievements
: What are the most significant public health achievements in your opinion and explain why?How do these achievements impact current health promotion efforts?Where do you hope to make an impact within the field of Public Health? Has any experience in ..
|
|
Find the equivalent practical voltage source
: For each of the circuits in given Figure, find the equivalent practical voltage source at terminals A and B.
|