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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:
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.
What would these evaluation criteria tell you about the previous and current sales reps?
Discuss the product design philosophy behind industrial design and design for manufacture and assembly. Which one do you think is more important in a customer-focused product development?
Module 5 has drawn a distinction between training and development. Compare and contrast training and development: provide one example of training and one example of development from an HR perspective, analyze the similarites and differences, and just..
Briefly describe the difference between a tariff and a non-tariff barrier and give at least one example of each.
Doctors’ and dentists’ offices frequently schedule patient visits at regularly spaced intervals. What problems does this create? Can you suggest an alternative approach to reduce these problems? Under what circumstances would regularly spaced appoint..
What ethical standards should govern the processing of arrestees in this situation? How could they be enforced? Discuss.
What are the differences between differentiation strategy and cost leadership and how they differ in their impact on performance?
Why is it important for executive leadership to be engaged in an EHR project? What characteristics of executives are most prevalent in exemplary implementations of EHRs?
The first of six steps of performance management consists of goal setting, as detailed in Chapter Three. Assume that you work for the Los Angeles Tribune, a large but struggling newspaper publisher with distribution throughout the Los Angeles regi..
What is the difference between fiat money and a credit card?How do commercial banks maximize their stockholders' wealth?
What potential environmental challenges must be taken into account by a company that uses personal selling as a promotional tool outside the home country? A nationally distributed soft drink company attempts to seperate various kinds of markets via.
The Fair Labor Standards Act (FLSA) related to compensation for breaks and lunch periods. Explain
Why governments and destination managers should broaden the post-event assessment focus beyond the economic to enhance social and environmental impacts
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