You Were Asked to Develop a Sales Force Evaluation System

question 5

Multiple Choice

You were asked to develop a sales force evaluation system by your boss. The first step in this process is:

• A) Decide how the goals will be achieved.
• B) Set performance standards for different levels of salespeople.
• C) Set performance standards for individual products.
• D) Decide what you want the sales force to accomplish.
• E) Look at the differences between performance standards and hypothetical results from future sales.

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Definitions:

Actuarial Assumed Rate

The interest rate that an actuary determines to calculate the present value of future pension benefits or contributions.

Risk Averse

A description of an investor's preference for lower risk investments, often characterized by a willingness to accept lower returns in exchange for reduced risk.

Empirical Evidence

Information derived from observation or experimentation that serves as the basis for knowledge or theory.

Defined Benefit Pension Fund

A type of pension plan in which an employee receives a predetermined monthly payment in retirement, the amount of which is based on salary history and length of service.