Which of the Following Statements About Methods of Measuring a Salesperson's

question 78

Multiple Choice

Which of the following statements about methods of measuring a salesperson's performance is true?

• A) Number of days worked x calls per day is used to determine a salesperson's optimum territory size
• B) Non-selling activities are hard to measure because the data must be collected from current and potential customers
• C) A salesperson who makes 30 calls 20 planned and 10 unplanned) and collects 24 orders has a batting average of .8 and a planned call ratio of 2
• D) Days worked x call rate x batting average x average order size = sales
• E) Account share is a key measure for companies that rely on team selling

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Definitions:

Structured

A methodical or organized approach designed to achieve a specific objective or to facilitate processes and activities.

Psychodynamic Theory

A psychological perspective that emphasizes unconscious processes and childhood experiences in shaping behaviors and personalities.

Introspection

Observing and examining one's personal mental and emotional conditions.

Cognition

The process of learning and understanding that involves engaging the mind, going through experiences, and using the senses.