Solved Questions

17-19 Assessing sales force productivity is a major responsibility of the sales manager. Why is the problem of assessing productivity and performance more complicated than at first glance? Describe some of the quantitative and qualitative criteria used to assess salespersons.

17-18 Effective sales managers help members of their sales force feel confident, strong, and capable of fulfilling their duties. Describe the factors and qualities that contribute to the effective leadership style of these sales managers.

17-17 Research indicates that customers rank “understanding of our business” as an important criterion used to evaluate salespeople. Why is this criterion ranked so high?

17-16 Assume you are a sales manager preparing to develop and implement a customer feedback system. How might you gain support for this system from your salespeople? What data collection method would you use?

17-15 Should sales force compensation be linked to customer feedback? What are the advantages and disadvantages of this approach?