Reference no: EM132453127

Question 1: Which type of criterion assesses improvements in certain characteristics of salespeople that are related to successful performance in the sales job?

1. Profitability
2. Productivity
3. Professional development
4. Behavioral

Question 2 The more a salesperson performance evaluation system is behavior-based rather than outcome-based,

1. the less likely that risk-averse salespeople will be attracted, nurtured, and retained.
2. the more salespeople will have reduced levels of intrinsic motivation.
3. the less salespeople identify with and feel committed to the sales organization.
4. the less the need for using pay as a control mechanism.

Question 3 Which one of the following evaluation procedures uses salespeople to identify important performance results and the critical activities and responses necessary to achieve these results?

1. Graphic rating/checklist method
2. Team-evaluation consensus
3. Management by objectives (MBO)
4. Behaviorally anchored rating scales(BARS)

Question 4 The mutual setting of well-defined and measurable goals within a specified time period is a concept incorporated into which type of performance evaluation method?

1. Graphic rating/checklist method
2. Ranking method
3. Management by objectives (MBO)
4. Behaviorally anchored rating scale (BARS)

Question 5 Practicality, a characteristic of salesperson performance evaluation methods, can be defined as

1. the need for the measurement instruments and evaluation process to be similar throughout the sales organization.
2. the ability of the measure to provide accurate assessments of the criteria they're intended to measure.
3. the ability of the measure to meet the needs of the sales organization.
4. the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement theprocess in a reasonable amount of time.

Question 6 Usefulness, a characteristic of salesperson performance evaluation methods, can be defined as

1. the need for the measurement instruments and evaluation process to be similar throughout the sales organization.
2. the ability of the measure to provide accurate assessments of the criteria they're intended to measure.
3. the ability of the measure to provide information that is valuable to sales managers in making various decisions.
4. the need for the measures to be stable over time and exhibit internal consistency.

Question 7 Which of the following statements concerning performance management is false?

1. Salespeople are compensated on the value of their contributions to the <br /> organization's success.
2. Salespeople assume responsibility for their careers.
3. Sales managers act as partners in the performance appraisal process.
4. Sales managers create development plans for salespeople to follow.

Question 8 The initial use of the information provided by the various salesperson performance evaluation methods is

1. to identify potential problems in training.
2. to determine the absolute and relative performance of each salesperson.
3. to identify areas where salespeople need to improve for better performance in the future.
4. to use the information to improve the overall operations of the sales organization.

Question 9 The results of salesperson performance evaluations can be used for all of these sales management purposes except to

1. identify salespeople that might need to be terminated and to supply <br /> evidence to support the need for termination.
2. identify salespeople that might be promoted.
3. assess the adequacy of a firm's sales management process and to provide <br /> direction for improved performance and prescription for needed changes.
4. ensure that compensation and other reward disbursements are consistent <br /> with actual salesperson performance.

Question 10 When using a 360-degree feedback system, feedback may be obtained from

1. oneself.
2. one's sales manager.
3. customers or team members.
4. Any or all of the above.

Attachment:- salesperson.rar