+1-415-670-9189
info@expertsmind.com
3 measures for assessing the effectiveness of sales force
Course:- Marketing Management
Reference No.:- EM131158776




Assignment Help
Expertsmind Rated 4.9 / 5 based on 47215 reviews.
Review Site
Assignment Help >> Marketing Management

ASSIGNMENT

Sales Management & Practices

Directions:

Use correct English, spelling and grammar. Sources must be cited in APA format. Your response should be four (4) double-spaced pages; refer to the "Assignment Format" page located on the Course Home page for specific format requirements.

Part A: Fully describe three (3) 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 (5) 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?




Put your comment
 
Minimize


Ask Question & Get Answers from Experts
Browse some more (Marketing Management) Materials
What first-meeting approach might John use to win over "gatekeepers" such as receptionists and administrative secretaries? What kind of training program do you think EBCC has
MGMT 880 - Strategic Marketing Assignment: Marketing Arithmetic Problems. What is the unit contribution for Brand X?  (Check your calculation -- this is a critical step that
Find an example of celebrity endorsement for a product. Describe the product and the celebrity and think of 5 words that describe the target market for the product. Share yo
Find out the characteristic of National Stock Exchange -  stock market is very close to a perfect competitive market. The price of a stock usually is determined by the market
Assignment: The Market Research Plan, Your top franchisee owns several franchises in New York, NY. Over the last three years, sales and market share have declined 5% each yea
Describe the retailing mix (i.e. assortment, type and quality of merchandise, advertising and promotion used, location strategy, pricing). Does the store have a certain imag
Describe how the company currently operates in each of these areas, and identify areas that are particularly successful as well as areas that need improvement. Students shou
Summarize the main aspects of Chile's culture (1), social (2), political (3), economic (4), and legal systems (5). Identify target market (1) and segmentation (2), and potenti