Sandy Chen Is Looking at the Ratios of Her Sales

question 5

Multiple Choice

Sandy Chen is looking at the ratios of her sales team members - particularly the ratio of prospect calls to sales appointments, sales appointments to closing calls, closing calls to sales closed, and finally, average dollar amount of sales made. Sandy should be able to determine:

• A)Problem areas for individual sales people as well as for the sales team.
• B)Areas of strength that individual sales people may have.
• C)Potential explanations for why some sales people are performing poorly.
• D)All of the choices are correct.

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Definitions:

Process Theories of Motivation

Theories that describe how various personal factors, job characteristics, and environmental factors interact to drive motivation and behavior at work.

Expectancy Theory

A motivational theory suggesting that an individual’s motivation is an outcome of how much an individual wants a reward, the assessment of the likelihood that the effort will lead to expected performance, and the belief that the performance will lead to a reward.

Equity Theory

A theory in social psychology that explains how individuals perceive fairness in the distribution of resources and rewards, influencing their motivation and satisfaction.

Goal-Setting Theory

An organizational framework positing that specific and challenging goals, along with appropriate feedback, facilitate improved worker performance.