The sales managers and director of sales need to evaluate sales production levels. The company's policy has been to compare each sales representative's sales to their sales the previous year
Which of the following is the strongest argument for changing this method of evaluation?
A) Sales representatives do not always sell the same amount each year.
B) Sales representatives should not be evaluated by the amount that they sell.
C) Changes in products or prices can change sales amounts, so yearly figures are not comparable.
D) Because of the product life cycle, amounts should be compared quarter to quarter, not year to year.
E) Comparisons should be made to the group as a whole, not to individuals themselves.
C
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Which of the following is a part of the second stage of reverse innovation?
A) probing for new insights B) verifying the size of the opportunities C) determining new product benefits that address unmet customer needs D) building a value proposition around the competitive advantages of the product E) "inventing to order" with continuous customer involvement and feedback
Which of the following segments should promotion target at the decline stage of the product life
cycle? A) up-and-comers B) early adopters C) laggards D) late majority customers