Cost and Sales Analyses for Evaluating Salespeople

question 1

Multiple Choice

Cost and sales analyses for evaluating salespeople:

• A) Ignore many contributions that a salesperson might make
• B) Inject bias into the evaluation process
• C) Are the most common methods used by Fortune 1000 companies
• D) Are accurately described by none of the above
• E) Usually give the most representative indication of performance

---

Definitions:

Nonpersonal Selling

A promotional method using advertising, sales promotions, and other mass-market approaches to sell products, as opposed to direct, face-to-face sales.

Direct Marketing

A strategy involving direct communication with individual consumers to obtain an immediate response and cultivate lasting customer relationships.

Differentiate Products

The strategy of making a product stand out from its competitors by emphasizing its unique features or benefits.