What Is the Best Suggestion for Assessing Sales Force Productivity

question 74

Multiple Choice

What is the best suggestion for assessing sales force productivity?

• A)Recognize that frequency of sales calls is the best indicator of success.
• B)Realize that sales call frequency must be compared to the profit earned on each account.
• C)Recognize that assessing sales force productivity is more"art"than"science."
• D)Compare salespeople with others on the sales force who have similarly-sized territories.
• E)Compare a salesperson's current productivity with past productivity.

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Definitions:

Safe Harbor Provisions

Legal provisions that provide protection from liability under certain conditions, often seen in regulatory contexts.

Internal Validity

The extent to which a study can establish a causal relationship between variables, free of confounding factors.

External Validity

The extent to which the results of a study can be generalized to other situations and to other people.

Construct Validity

The extent to which a test measures what it claims to be measuring; it's about the accuracy of the operationalization of the variables.