When Attempting to Use the Diagnostic Information Provided by Salesperson-Evaluation

question 122

Multiple Choice

When attempting to use the diagnostic information provided by salesperson-evaluation methods the major difficulty is in

• A) reviewing the performance of each individual salesperson against each relevant criterion.
• B) attempting to summarize the results across all salespeople being supervised.
• C) isolating the specific causes of low performance.
• D) determining which salespeople are not meeting their sales quotas.
• E) making determinations as to the levels of performance that must be met to deserve special recognition and rewards.

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Definitions:

Variable Costs

Costs that change in proportion to the level of goods or services that a business produces.

Profit

The financial gain realized when the amount of revenue gained from a business activity exceeds the expenses, costs, and taxes involved in sustaining the activity.

Variable Cost

A cost that depends on the level of production chosen.

Marginal Revenue

The incremental gain in revenue achieved by a company for selling an additional unit of product or service.