Describe several ways in which management can evaluate sales force performance
What will be an ideal response?
To evaluate its sales force, management needs to get regular information about the performance of its salespeople. Management uses salespeople's expense reports and call reports to gauge sales call volume and success rates. In addition, management can use sales performance data in each salesperson's territory, along with personal observation and customer satisfaction, to identify strengths and weaknesses in the sales force. Individual sales performance is usually measured against a sales quota. Taking information gathered from these sources into consideration, management should provide salespeople with constructive feedback aimed at helping each salesperson succeed.
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The primary document used to negotiate the transaction between a buyer and seller is a:
a. listing agreement. b. counteroffer. c. purchase agreement. d. waiver.
A product sells for $5, and has unit variable costs of $3. This product accounts for $20,000 in annual sales, out of the firm's total of $60,000. When performing multiproduct break-even analysis, what is the weighted contribution of this product?
A) 0.133 B) 0.200 C) 0.40 D) 0.667 E) $1.667