Sales Performance Evaluation Quiz

This is the meaning of 'Discriminability' in a performance evaluation method. Please select the best answer.

• The measurement instruments and evaluation process should be similar throughout the sales organization.

• The measures should be stable over time and exhibit internal consistency

• The information provided by the performance evaluation must be valuable to sales managers in making various decisions.

• The evaluative methods must be capable of detecting differences in the performance of individual salespeople.

These are the outputs of a benchmarking study. Please select all that apply.

• It should provide a measure that compares performance for the benchmarked process relative to the organization studied

• It should identify the organization’s performance gap relative to benchmarked performance levels

• It should determine performance goals for the process studied and identify areas in which action can be taken to improve performance

• It should identify best practices and facilitators that produced the results observed during the study

These are the types of analyses necessary to develop a comprehensive evaluation of a sales organization. Please select all that apply.

• Profitability analysis

• Turnover analysis

• Cost analysis

• Sales analysis

This is the meaning of 'Validity' in a performance evaluation method. Please select the best answer.

• The information provided by the performance evaluation must be valuable to sales managers in making various decisions.

• Sales managers and salespeople should understand the entire performance appraisal process and should be able to implement it in a reasonable amount of time.

• The measures should provide accurate assessments of the criteria they are intended to measure.

• The results of the performance evaluation process should make it possible to compare the performance of individual salespeople directly

These statements accurately relate to an income statement analysis. Please select all that apply.

• One of the major difficulties in income statement analysis is that some costs are shared between organizational levels or sales types

• In the contribution approach, only direct costs are included in the profitability analysis; the indirect or shared costs are not included.

• Due to the difficulty in arriving at a satisfactory procedure for allocating the shared costs, more firms are more comfortable with the full cost approach.

• Different cost allocation methods produce equivalent results

This is the meaning of 'Job Relatedness' in a performance evaluation method. Please select the best answer.

• The measures should provide accurate assessments of the criteria they are intended to measure.

• The measurement instruments and evaluation process should be similar throughout the sales organization.

• The evaluative methods must be capable of detecting differences in the performance of individual salespeople.

• The performance evaluation method should be designed to meet the needs of each specific sales organization.

These are some purposes of a salesperson performance evaluation. Please select all that apply.

• To ensure that compensation and other reward disbursements are consistent with actual salesperson performance

• To identify salespeople who might be promoted

• To identify salespeople whose employment should be terminated and to supply evidence to support the need for termination

• To improve salesperson performance

These are commonly used performance evaluation methods. Please select all that apply.

• Behaviorally Anchored Rating Scale

• Correlation Analysis Methods

• Ranking Methods

• Graphic Rating/Checklist Methods

This is the meaning of 'Comparability' in a performance evaluation method. Please select the best answer.

• Sales managers and salespeople should understand the entire performance appraisal process and should be able to implement it in a reasonable amount of time.

• The results of the performance evaluation process should make it possible to compare the performance of individual salespeople directly

• The measurement instruments and evaluation process should be similar throughout the sales organization.

• The performance evaluation method should be designed to meet the needs of each specific sales organization.

This is the meaning of 'Practicality' in a performance evaluation method. Please select the best answer.

• The results of the performance evaluation process should make it possible to compare the performance of individual salespeople directly

• Sales managers and salespeople should understand the entire performance appraisal process and should be able to implement it in a reasonable amount of time.

• The performance evaluation method should be designed to meet the needs of each specific sales organization.

• The measurement instruments and evaluation process should be similar throughout the sales organization.