A Sales Manager Has Just Discovered That One of His

question 126

Multiple Choice

A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:

• A) that the sales rep's quota was set too high.
• B) that the sales rep lacks the desire to succeed.
• C) that "all is well" because other salespeople had sales that were at least 20 percent over their quotas.
• D) that the salesperson's performance index is 4 .
• E) nothing thus far-because of the "iceberg principle."

Recognize the importance and methods of sales training and development.

Identify and appreciate the flexibility and personal rewards of a sales career.

Distinguish between objective and subjective measures for evaluating salespeople.

Learn about customer reservation handling and overcoming objections in sales.

---

Definitions:

Revenue Reported

The total income earned by a company from its normal business operations, reported in the financial statements for a specific period.