Unit 5-Sales Management and Performance

Jose, a sales manager is looking at data about how many leads his team has and how far along in the sales process those leads are to becoming a customer. What term defines this type of information?

• Sales pipeline

• Sales quota

Jeremy works in management in a sales department. His job is to create reports on the company's sales performance, including revenue and customer data. What might Jeremy's title be at the company?

• Sales forecaster

• Sales analyst

Income for a company is also called _____ and also can determine a company's potential for growth.

• Revenue

• Compensation

Joan has converted 15 out of 30 leads into customers this past month, meaning that Joan's _____ _____ equals 50%. What term describes this percentage?

• conversion ratio

• revenue ratio

• productivity ratio

Which is a set of data is used by businesses to determine a sales team's success in the long term?

• Wins and losses

• Customer satisfaction

• Revenue

When creating sales targets, seasonal goods and services are treated different from year-round goods and services.

• True

• False

A base salary with no additional income, a base salary with benefits and straight-line commission are all considered what?

• Sales compensation plans

• Fixed compensation plans

• Variable compensation plans

Which part of a seller's compensation package is based upon a percentage of the value of what is sold?

• Draw

• Commission

• Bonus

Bill's compensation plan consists of a commission of $100,000 every year. Every paycheck, Bill's company gives him a percentage of the commission in advance so that by the end of the year the commission is fully paid. What are these payments of commission called?

• Bonuses

• Benefits

• Draws

ABC Company anticipates earning $10 million over the next year in sales. Based on past performance, they believe that an individual salesperson can complete about $250,000 in sales. The company then calculates that they need 40 sellers for their sales force. What is this method of determining sales force called?

• Sales potential

• Breakdown

• Workload