The Purpose of Comparing Sales from One Salesperson to Another

question 40

Multiple Choice

The purpose of comparing sales from one salesperson to another or one territory to another is:

• A)to punish salespeople who do not achieve at the level to others do
• B)to promote salespeople who sell more than others do
• C)to determine what sales activities and techniques have the best results
• D)to send poorly-performing salespeople to additional training sessions
• E)to ask high-performing salespeople to mentor the low-performing salespeople

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Definitions:

Cash Flow Estimate

An assessment of the amount of money expected to flow in and out of a business over a specific period.

Marginally Profitable

Describes a business or investment that generates a slight profit above its break-even point.

Capital Gain

The profit earned from the sale of an asset when the selling price exceeds its purchase price.

Book Value

The net asset value of a company, calculated as total assets minus intangible assets (patents, goodwill) and liabilities.