The Best Measure of Salesforce Productivity Is

question 23

Multiple Choice

The best measure of salesforce productivity is:

• A)comparing the number of calls each salesperson makes
• B)comparing the number of sales presentations each salesperson makes
• C)analyzing total sales volume
• D)analyzing the profitability of each salesperson's sales volume
• E)analyzing the ratio of profits to sales for the salesforce

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Definitions:

Reporting Bias

The tendency to underreport or selectively report data or research findings, often due to subjective influences or external pressures.

Source Credibility

The level of trustworthiness and expertise attributed to a communication source by a receiver, affecting the persuasive effectiveness of the message.

Mere Exposure Effect

A mental effect in which individuals naturally favor things simply because they recognize them.

Novelty Wear-Out Effect

A phenomenon where the effectiveness or appeal of something new diminishes over time as it becomes familiar or overused.