The Most Common Sales Force Evaluation Practices Are for Sales

question 101

Multiple Choice

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions, or to compare

• A)the size of sales territories.
• B)selling expenses by various members of the sales force.
• C)the amount of new business generated.
• D)current performance with past performance.
• E)the ratio of costs to profits.

---

Definitions:

Experiment

A scientific procedure undertaken to make a discovery, test a hypothesis, or demonstrate a known fact through controlled conditions.

Experiment

A procedure carried out to support or refute a hypothesis, often involving the manipulation of variables to observe the effect on some behavior or condition.

Deliberately Exposing

Intentionally subjecting subjects (in an experiment) or oneself to certain conditions or stimuli to observe the effects.

Direct Observation

A method of collecting data by watching subjects in their natural (or controlled) environment without manipulating the situation.