As a Veteran Sales Manager You Recognize That One Problem

question 44

Multiple Choice

As a veteran sales manager you recognize that one problem with using sales as a performance measure for evaluating a training program is that sales may change as a result of factors outside of salespeople's control. One method of evaluating sales training that may potentially overcome this problem is to:

• A) compare the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations.
• B) compare the results of high and low performing salespeople to see if anything has changed.
• C) compare the before and after results of just high performers, because these are the people who will provide the best evaluation indicator.
• D) compare the before and after results of just low performers, because these are the people who will provide the best evaluation indicator.
• E) none of the above.

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Definitions:

Consumer Behavior

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.

Fairness

A concept that deals with equitable treatment and the distribution of resources in a just manner.

Anchoring

A cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered when making decisions.

Context

Context refers to the circumstances or conditions that surround a particular event, decision, or phenomenon, affecting its meaning or interpretation.