You Are a Senior Analyst in the Worldwide Sales and Finance

question 211

Multiple Choice

You are a senior analyst in the worldwide sales and finance group at an auto parts company that is based in Detroit, Michigan. Your boss has given you a project to answer the following questions:
How many sales calls must the company make per year to effectively serve its customers?
What is the average number of sales calls each sales rep in the company makes in a year?
 Based on this project request, what element of the sales force management process is your boss focused on?

• A) Establishing sales force objectives
• B) Determining the sales force size
• C) Recruiting and selecting salespeople
• D) Training sales personnel
• E) Compensating salespeople

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Definitions:

Self-report Inventories

Psychological assessment tools in which subjects answer questions about their feelings, attitudes, and behaviors, often in questionnaire form.

Personality Assessment

The measurement and evaluation of individual personality traits and characteristics, often through standardized tests or questionnaires.

Objective Approach

A method of consideration or analysis that is not influenced by personal feelings, interpretations, or prejudice; based on facts.

Express

To convey a thought, feeling, or idea through words, actions, or artistic mediums.