MAR 4418 EXAM 2

Which of the following is the best definition of a budget in sales force management? a) A performance goal for salespeople. b) A geographical arrangement of sales force assignments. c) The strategies and tactics to achieve the company's targeted market share. d) A financial plan which details the expected revenues and expenditures from sales force operations. e) An estimate of what the company will sell in the next financial period.

d) A financial plan which details the expected revenues and expenditures from sales force operations.

Regarding the drawing of territorial boundary lines: a) None of these is correct. b) The boundaries should be drawn after reps are assigned to a territory. c) This usually is the first or second step in determining basic sales territory. d) A good generalization to follow is this: Do not split one of your basic control units. e) The lines should be drawn so that the territories are all about the same physical size.

d) A good generalization to follow is this: Do not split one of your basic control units.

A marketing audit is: a) A concept that includes in its scope a company's financial audit. b) The main activity in sales force planning. c) A wrap-up of this period's operations, but does not affect next period's work. d) A systematic, comprehensive review of the marketing function in an organization. e) None of these

d) A systematic, comprehensive review of the marketing function in an organization.

Oversupervising a sales force is likely to: a) Result in a sales manager not knowing what is going on in the field. b) Lead to None of these. c) Reduce the costs of supervision. d) Be resented by many sales reps. e) Leave new reps with the feeling that the boss doesn't know or care what is happening.

d) Be resented by many sales reps.

Which of the following best represents the market potential-sales potential relationship? a) Kodak-Instamatic. b) Cameras-film. c) Polaroid-Kodak. d) Camera-Polaroid. e) Eastman Kodak-cameras.

d) Camera-Polaroid.

_____________ is when a salesperson sells to a customer that is in another salesperson territory. a) Call frequenting b) Routing c) Buildup d) Claim jumping e) None of these.

d) Claim jumping

The following actions are available to managers or supervisors in the case of third party harassment except for: a) Request customers stop inappropriate behavior. b) All of these. c) Advise customers that the company can no longer serve them without a commitment to refrain from such behavior. d) Do nothing. e) Reassign employees.

d) Do nothing.

Misdirected marketing effort: a) Rarely occurs in a well-managed firm. b) Usually is corrected when a company conducts a sales volume analysis. c) Means that a company should reduce its marketing activities. d) Is a key reason underlying the existence of the 80-20 principle. e) Is easy to detect.

d) Is a key reason underlying the existence of the 80-20 principle.

When evaluating sales performance, a sales volume analysis alone is usually not sufficient because: a) It does not tell us whether the 80-20 principle is at work. b) Sales forecasts are only estimates. c) It does not take into consideration the territorial sales potentials. d) It does not indicate the profitability of sales territories or product lines. e) None of these.

d) It does not indicate the profitability of sales territories or product lines.

In the past 20 years, salespeople have become: a) Less effective at finding new accounts. b) Less effective at retaining existing accounts. c) More effective at finding new accounts. d) More effective at retaining existing customers. e) None of these.

d) More effective at retaining existing customers.

Which of the following would be the best market factor for estimating the demand for sales management textbooks? a) Buying power of college students. b) Number of marketing majors. c) Number of sales executives. d) Number of students enrolled in sales management courses. e) Number of business school undergraduate students.

d) Number of students enrolled in sales management courses.

In the management process in a sales department: a) Evaluation in this year's cycle is not related to any activities in next year's management process. b) Operational activities usually precede planning. c) Planning tells us what really was done. d) Planning and evaluation are interdependent activities. e) None of these is correct.

d) Planning and evaluation are interdependent activities.

As a guiding principle in demand forecasting, management should: a) Avoid using executive opinion. b) Use as many market factors as possible. c) Do None of these. d) Prepare a separate forecast for each product sold by the company. e) Use all available methods.

d) Prepare a separate forecast for each product sold by the company.

To correct a poor performance problem, sales managers should: a) Be supportive, but not mention the specific problem. b) Be cautious, and wait for the problem to resolve itself. c) None of these is correct. d) Provide immediate feedback about the problem. e) Above all be understanding and flexible.

d) Provide immediate feedback about the problem.

Among the following, sales performance evaluation is most closely related to: a) Sales operation. b) The marketing concept. c) Marketing. d) Sales control. e) Staffing the sales force.

d) Sales control.

Among the following, sales performance evaluation is most closely related to: a) Staffing the sales force. b) Sales operation. c) The marketing concept. d) Sales control. e) Marketing.

d) Sales control.

Which of the following is least likely to serve as a supervisory tool or method. a) Telephone calls from a sales manager. b) Printed aids like sales manuals. c) Sales quotas. d) Sales forecasts. e) Reports from the sales force.

d) Sales forecasts.

A company's ______ is the maximum share of the market potential that this firm could achieve under ideal conditions. (We assume that the product market and time period have been stated.) a) Sales forecast. b) Market index. c) Marketing goal. d) Sales potential. e) Sales quota.

d) Sales potential.

Which of the following methods of sales forecasting is least dependent on historical data? a) Correlation analysis. b) Trend analysis. c) Analysis of past sales. d) Test marketing. e) Direct derivation.

d) Test marketing.

When using the buildup method to establish sales territories, the first step ordinarily is to determine: a) How many territories are needed. b) The market potential. c) Call frequency for the average salesperson. d) The call frequency per account per year. e) How many accounts to assign each salesperson.

d) The call frequency per account per year.

All other factors being equal, a salesperson is likely to have a smaller territory if: a) The firm uses selective, rather than intensive distribution. b) None of these makes for smaller territories. c) The district is a newly-opened market, rather than being a well-developed territory. d) The rep sells directly to retailers instead of going through wholesalers. e) The rep sells a specialty product, rather than a convenience good.

d) The rep sells directly to retailers instead of going through wholesalers.

One key difference between a company's sales forecast and this firm's sales potential is that: a) The sales forecast is usually a larger figure. b) The sales potential must be determined first. c) The sales potential covers the company's entire market, while the forecast is made for individual market segments. d) The sales forecast is an estimate of sales the firm expects to make under a proposed marketing plan. e) The sales potential assumes that a certain strategic plan exists.

d) The sales forecast is an estimate of sales the firm expects to make under a proposed marketing plan.

Accurate sales forecasts would be difficult to obtain for which of the following products? a) Domestic automobiles. b) Commercial aircraft. c) Microwave ovens. d) Virtual reality games. e) Soft drinks.

d) Virtual reality games.

In sales territory design, which of the following factors is least likely to affect the salespeople's work load? a) Whether the company uses exclusive distribution or mass distribution. b) The intensity of competition. c) Whether the company is selling a complex product or a simple one. d) Whether the sales force is paid under a straight salary or a combination plan. e) Whether the reps are selling in new markets or established ones.

d) Whether the sales force is paid under a straight salary or a combination plan.

The three stages of the sales management process are: a) staffing, organizing, and goal setting. b) planning, strategizing, and evaluation. c) planning, implementation, and goal setting. d) planning, implementation, and evaluation. e) staffing, operating, comparing.

d) planning, implementation, and evaluation.

A sales territory is: a) A sales performance goal. b) A Metropolitan Statistical Area. c) The geographical pattern followed by sales reps when calling on their accounts. d) The sales potential in a geographic region. e) A number of customers located within a given geographical area and assigned to a salesperson.

e) A number of customers located within a given geographical area and assigned to a salesperson.

A system of well-designed sales territories will most likely result in: a) The sales force feeling it is restricted too much. b) A reduction in control over sales representatives activities. c) Better sales selection techniques. d) More accurate estimates of sales potential. e) A reduction in selling costs.

e) A reduction in selling costs.

Excellent transactional leadership by the sales manager involves: a) Clarifying. b) Verbal feedback c) Informing. d) Monitoring. e) All of these.

e) All of these.

For which of the following reasons are computers used in sales? a) None of these. b) Decrease in order processing time. c) Improved accuracy of orders. d) Increased customer service capabilities. e) All of these.

e) All of these.

Situational leadership involves which of the following leader behaviors? a) verbal feedback. b) individualized support. c) informing basic rules. d) articulating a vision. e) All of these.

e) All of these.

The customer probability cube helps predict: a) When the products will be purchased. b) When customers will buy. c) How much customers will buy. d) What products will be purchased. e) All of these.

e) All of these.

The following actions are available to managers or supervisors in the case of third party harassment except for: a) Reassign employees. b) Request customers stop inappropriate behavior. c) Advise customers that the company can no longer serve them without a commitment to refrain from such behavior. d) All of these. e) Do nothing.

e) Do nothing.

Which of the following is the most subjective method of sales forecasting? a) Trend analysis. b) Correlation analysis. c) Test marketing. d) Direct derivation. e) Executive opinion.

e) Executive opinion.

Misdirected marketing effort occurs in many firms because: a) The salespeople do not ordinarily make their quota. b) Companies do not earn a satisfactory return on investment. c) Companies typically find that their sales forecasts are below the figure for sales potentials. d) The opening statement is false in that mis-directed marketing effort does not occur in companies which show a good profit rate. e) Management lacks reliable standards for determining what results should be expected from marketing expenditures.

e) Management lacks reliable standards for determining what results should be expected from marketing expenditures.

When feasible, the best leadership tool or technique is typically: a) A well-designed compensation plan. b) Sales contests. c) Daily phone calls or correspondence. d) Daily report. e) Personal contact.

e) Personal contact.

The controlling factor in all budgeting and operational planning in a company is the: a) Sales quota. b) Market share. c) Sales potential. d) Market potential. e) Sales forecast.

e) Sales forecast.

Among the following steps in an evaluation procedure, which is the most difficult? a) Measuring performance against the standards. b) Selecting the quantitative bases to use. c) Deciding how often to evaluate the salespeople. d) Filling out a merit-rating form. e) Setting performance standards.

e) Setting performance standards.

The control system for a given sales organization falls on a continuum ranging from outcome-based control to: a) transactional-based control. b) quota-based control. c) financial-based control d) None of these. e) behavior-based control.

e) behavior-based control.

Transformational leaders do not merely bark orders - they lead by example. This leader behavior that best represents this is: a) articulating a vision. b) fostering group goals. c) giving verbal feedback. d) providing individualized support. e) role modeling.

e) role modeling.

Overlapping territories: a) tend to be a result of management's trying to avoid friction. b) Both A and D. c) often make sense. d) are good for morale. e) generally result in increased selling efficiency.

a) tend to be a result of management's trying to avoid friction.

For the newly hired, inexperienced sales rep, the sales manager must first engage in a heavy dose of: a) transactional leadership. b) charisma. c) creativity. d) fostering group goals. e) Persuasion.

a) transactional leadership.

In performance evaluation by sales managers, the soft-spot principle holds that: a) It is more useful to measure soft spots on a percentage basis rather than dollar volume. b) An executive reaps the largest possible gain by working with the weakest segments of the organization. c) A company should not get rid of a territory or product that is a soft spot. d) If a company does a good job in sales-volume analysis, it won't have any soft spots. e) The principle is applicable only to a territorial volume analysis and not to a product or customer analysis.

b) An executive reaps the largest possible gain by working with the weakest segments of the organization.

To do the best leadership, a sales manager should exhibit: a) Transactional, but not transformational leader behaviors. b) Both transformational and transactional leader behaviors. c) Transformational, but not transactional leader behaviors. d) Let the salespeople lead themselves. e) None of these.

b) Both transformational and transactional leader behaviors.

An example of a transactional leader behavior is: a) Team building. b) Clarifying company rules. c) Articulating a vision. d) Coaching. e) Mentoring.

b) Clarifying company rules.

Which of the following changes is apt to decrease the geographical size of a territory? a) Company substitutes a selective distribution policy instead of mass distribution. b) Cover an area more intensively with increased call frequencies, etc., in order to meet competition more effectively. c) Have a sales rep discontinue the missionary phases of his job and do nothing but straight selling. d) Company decides to sell to retailers instead of door-to-door. e) None of these.

b) Cover an area more intensively with increased call frequencies, etc., in order to meet competition more effectively.

When using the breakdown method to establish sales territories, the first step ordinarily is to: a) Determine the desirable call patterns. b) Determine the company's sales potential (that is, the total sales volume that the company can except in its full market). c) Draw tentative boundary lines, realizing that later they will have to be adjusted. d) Decide how many accounts to assign to each rep. e) Decide how much sales volume should be generated by each rep.

b) Determine the company's sales potential (that is, the total sales volume that the company can except in its full market).

The management process of determining what happened, and what to do about it, is called: a) Accounting. b) Evaluation. c) Execution. d) Staffing. e) Planning.

b) Evaluation.

An example of unethical behavior is: a) Alcoholism b) Expense account abuse. c) Personal problems. d) None of these. e) Poor performance.

b) Expense account abuse.

"Sales of lite beer are forecasted to $150 million in 2007 in the United States," reported sales manager, Christi Feldman, to her boss. This statement is a: a) Forecast of market share. b) Forecast of market potential. c) Forecast of sales. d) Forecast of sales potential. e) Forecast of territory potential.

b) Forecast of market potential.

Evaluating a salesperson's performance is a difficult job because: a) The time and expense of an evaluation usually outweigh its benefits. b) Many duties of a sales rep cannot be measured objectively. c) Most companies do not set quotas or other performance goals. d) Evaluations usually underrate a rep who has a pleasant personality. e) None of these is correct.

b) Many duties of a sales rep cannot be measured objectively.

The correct terminology in demand forecasting may be illustrated by saying that the ______ for snow skis in the Midwest next year is 800,000 pairs, while the ______ for Head (brand) skis in that market is 100,000. a) Sales potential - sales forecast. b) Market potential - sales potential (market share). c) Sales forecast - market potential. d) None of these is correct. e) Market share - sales potential.

b) Market potential - sales potential (market share).

It is recommended that sales managers review their territory structure: a) Once every ten years. b) Once every year. c) Once every five years. d) Once every month. e) Territories do not need to be reviewed.

b) Once every year.

For sales forecasting, the sales force composite method has the merit of: a) Not taking sales representatives' time. b) Placing responsibility on those who will have to meet the target. c) Being limited to the consumer market. d) Using qualified people to do the forecasting job. e) Being useful in forecasting sales of convenience goods.

b) Placing responsibility on those who will have to meet the target.

Which of the following is true about salespeople and SFA? a) Most SFA systems are so user-friendly that training for reps is not necessary. b) SFA adds value to an organization only when reps regularly enter data. c) Relative to management, salespeople tend to be more eager to adopt SFA. d) SFA provides meaningful information to top management, but not to salespeople. e) All of these.

b) SFA adds value to an organization only when reps regularly enter data.

All of the following, except for ______, are commonly used as control units for territorial boundaries: a) Counties. b) Sales potentials. c) Metropolitan Statistical Areas. d) States. e) Postal zip-code areas.

b) Sales potentials.

The number of customers located within a geographical area and assigned to a salesperson is a: a) Territory budget. b) Sales territory. c) Metropolitan Statistical Area. d) Sales quota. e) Sales potential.

b) Sales territory.

Scanner technology has: a) None of these is true. b) Scanner technology has enabled retailers to provide their suppliers with useful sales data. c) Scanner technology has not improved sales forecasts. d) Sales forecast are no longer needed because of scanner technology. e) Manufacturers usually own the scanner technology that retailers use.

b) Scanner technology has enabled retailers to provide their suppliers with useful sales data.

The amount and type of leadership received by salespeople: a) Should vary over time, based on the stability of the business environment. b) Should vary among reps based on their individual differences and should vary over time based on the stability of the business environment. c) Should be the same for all reps. d) Should vary among reps based on their individual differences. e) Usually should increase as the sales force gets larger.

b) Should vary among reps based on thterm-23eir individual differences and should vary over time based on the stability of the business environment.

Charisma is something most commonly associated with: a) Task orientation. b) Transformational leadership. c) Transactional leadership. d) None of these. e) Citizenship behavior.

b) Transformational leadership.

For the newly hired, inexperienced sales rep, the sales manager must first engage in a heavy dose of: a) persuasion. b) transactional leadership. c) creativity. d) fostering group goals. e) charisma.

b) transactional leadership.

The sales manager generally reaps the largest possible gain by working with the ______________ segments of the organization. a) strongest b) weakest c) oldest d) fastest. e) Biggest

b) weakest

The "80-20" principle exists in many companies because: a) All sales generate about the same rate of profit. b) Most marketing executives are sales-oriented and not profit-oriented. c) Marketing efforts and costs follow the number of territories, products, and customers, rather than actual sales or profit from these units. d) Management does not evaluate the marketing performance. e) A company does not conduct a marketing cost analysis.

c) Marketing efforts and costs follow the number of territories, products, and customers, rather than actual sales or profit from these units.

The best method for a manager to use when dealing with a situation of substance abuse within a sales rep is: a) Use substance abuse testing on a regular basis. b) Provide counseling to the sales rep yourself. c) Refer the sales rep to professional counseling. d) Ignore the situation and it will resolve itself. e) Immediate termination of the sales rep.

c) Refer the sales rep to professional counseling.

A new firm with ten salespeople selling expensive navigational instruments to shipbuilders probably should use the ______ method of sales forecasting. a) Trend analysis. b) Test marketing. c) Sales force composite. d) Correlation analysis. e) Any of the above is as good as another for this firm.

c) Sales force composite.

The market potential for a product may best be defined as: a) Being synonymous with sales potential. b) A market index. c) The expected total industry sales of the product in a given market during a stated period of time. d) Our company's share of the market for that product. e) Our expected company sales of that product during next year.

c) The expected total industry sales of the product in a given market during a stated period of time.

If the market potential for beer is $100 million in Denver and Coor's share is 60 percent, what is Coor's sales forecast? a) The sales forecast is $60 million. b) The sales forecast would be somewhat lower than $60 million. c) There is not enough information to determine the sales forecast. d) The sales forecast should be something over $60 million. e) The sales forecast would be something over $60 million.

c) There is not enough information to determine the sales forecast.

Genuinely caring about each individual subordinate is an example or type of: a) Articulating a vision. b) Task orientation. c) Transformational leadership. d) Transactional leadership. e) Verbal feedback.

c) Transformational leadership.

CHAPTER 14

CHAPTER 14

CHAPTER 16

CHAPTER 16

Chapter 11

Chapter 11

Chapter 12

Chapter 12

Chapter 13

Chapter 13

As the sales potential of a given territory increases, sales performance of the sales rep assigned to that territory will generally: a) increase for a time, but then level off. b) decrease. c) increase at the same rate as the increase in sales potential. d) stay the same. e) increase for a time, but then decrease significantly.

a) increase for a time, but then level off.

Regarding the use of gross margin as a basis for evaluating salespeople's performance: a) This is a good basis when the company sells different products with widely varying gross margins. b) This takes selling expenses into consideration. c) This encourages missionary selling activities. d) This rewards the salesperson who has the highest sales volume. e) This is a poor basis for evaluating salespeople.

a) This is a good basis when the company sells different products with widely varying gross margins.

Marion sells for the Whatisits Company of Whoville. An analysis of the performance of the company's 25 person sales force shows that the average sales rep works 250 days a year, makes four calls a day, obtains an order, averaging $15,000, every ten calls made. Marion worked 200 days last year during which she made a total of 700 calls which resulted in 50 orders totaling $1,500,000 in sales volume. What was Marion's average order size? a) $ 30,000. $ 7,500. $150,000. $ 50,000. None of these.

a) $ 30,000.

A total evaluation program in marketing is best described as: a) A marketing audit. b) Management of the sales force. c) The management process. d) Marketing. e) The marketing concept.

a) A marketing audit.

When put together, a sales volume analysis and a marketing cost analysis constitute: a) A marketing profitability analysis. b) An examination of marketing expenses associated with each marketing unit. c) A marketing audit. d) A detailed study of the unit sales volume by product line. e) A sales management audit.

a) A marketing profitability analysis.

The stage of sales performance evaluation in the marketing management process will most likely include: a) Analyzing sales volume results. b) Selecting salespeople. c) Setting sales quotas. d) Determining market potentials. e) Sales forecasting.

a) Analyzing sales volume results.

Which of the following managerial tools provides the best control over the expenditures and revenues in a firm? a) Budgets. b) Good communication between management and the sales force. c) A volume analysis. d) Sales forecast. e) Job description.

a) Budgets.

A sales forecasting period of less than one year is usually imperative for a producer of: a) Fashion clothing for teenagers. b) Television sets. c) Peanuts in Georgia. d) Large office copy machines, like Xerox. e) Breakfast cereals.

a) Fashion clothing for teenagers.

When designing sales territories the ideal goal is to: a) Have all districts be equal in both sales potential and work load for the reps. b) Have all districts be equal in size. c) Have all territories provide the same profit potential. d) Simply not have territories but use other managerial controls to achieve profit goals. e) Have all reps reach approximately the same level of income.

a) Have all districts be equal in both sales potential and work load for the reps.

Which of the following forecasting methods is the most widely used? a) Mathematical models b) Survey methods c) None of these d) Test markets e) Operational methods

a) Mathematical models

In the management process in a sales department: a) Planning and evaluation are interdependent activities. b) None of these is correct. c) Planning tells us what really was done. d) Evaluation in this year's cycle is not related to any activities in next year's management process. e) Operational activities usually precede planning.

a) Planning and evaluation are interdependent activities.

Budgeting normally is part of the ______ stage in the management process. a) Planning. b) Operating. c) Evaluating. d) Staffing. e) Organizing.

a) Planning.

When a leader anticipates, analyzes, and makes decisions, the leader uses: a) Problem-solving skills. b) Persuasive skills c) Social skills. d) communication skills. e) None of these.

a) Problem-solving skills.

As far as the length of a budget period is concerned: a) Quarterly budgets usually provide for more flexibility than do annual budgets. b) It is a mistake to tie the budget period to a product's seasonality. c) Longer budget periods provide for closer managerial control than do short periods. d) None of these is correct. e) The longer the budget period, the more accurate is the budget.

a) Quarterly budgets usually provide for more flexibility than do annual budgets.

The managerial activity that establishes a formal pattern for sales reps as they go through their territories is called: a) Routing. b) Call frequency. c) Breakdown method. d) Establishing territories. e) The buildup method.

a) Routing.

When a large percentage of our products or customers account for only a small share of our total sales or profit, we refer to this situation as: a) The 80-20 principle. b) Sales-volume analysis. c) The iceberg principle. d) Performance evaluation. e) Marketing profitability analysis.

a) The 80-20 principle.

During the 2000s, the evaluation process is likely to become more important because of: a) The emphasis on relationship selling. b) The emphasis on transactional sales. c) The emphasis on profitable sales. d) The trend toward international sales.

a) The emphasis on relationship selling.

Which of the following is the best reason for continuing to carry a product when a sales volume analysis indicates it is a low-volume item? a) The item is needed to round out the company's product line. b) The product's gross margin is also low. c) The product was what gave the company its start in life. d) The product accounts for 5 percent of the sales volume and 2 percent of the profit. e) The primary demand for the product is declining.

a) The item is needed to round out the company's product line.

Which of the following factors is likely to contribute the least to your leadership ability? a) You own the company. b) You are creative. c) You have a high level of social skills. d) You have a high energy level. e) People have confidence in you.

a) You own the company.

If a rep works eight hours per day and the average length of a call is 30 minutes and the average travel time is 30 minutes and the rep works 250 days per year, then what is the total annual number of calls the rep can make? a) 2,100. b) 2,000. c) 1,750. d) 2,400. e) 2,450.

b) 2,000.

Outcomes of effective leadership include citizenship behaviors, an example of which is when a rep: a) volunteer to serve on a committee. b) All of these. c) always shows up to work on time, never missing meetings. d) offers tips and encouragement to a struggling fellow rep. e) tolerates problems without complaining.

b) All of these.

As a forecasting method, a "survey of buyer intentions" is most effective when: a) We need the forecast by tomorrow. b) We are looking for a very low-cost method. c) A high percentage of "I-intend-to-buy" respondents are likely to actually buy the product. d) There are many potential buyers. e) Respondents do not yet know their intentions.

c) A high percentage of "I-intend-to-buy" respondents are likely to actually buy the product.

Surveys of buyer's intentions: a) Can be done quickly and inexpensively. b) Are based on actual sales of the product. c) Are based on information obtained directly from product users, whose later buying decision will actually determine the sales. d) Are easy to employ in markets where users are numerous. e) None of these is correct.

c) Are based on information obtained directly from product users, whose later buying decision will actually determine the sales.

Salespeople: a) Are often good forecasters. b) Tend to forecast low. c) Are often poor forecasters. d) Tend to forecast high. e) Generally do not participate in the forecasting process.

c) Are often poor forecasters.

As a supervisory tool, reports from the sales force: a) Are ineffective because the sales representatives are not likely to report truthfully. b) Should not be required from high caliber salespeople. c) Are useful in helping to evaluate a sales representative's performance. d) Are bad for sales force morale. e) Are no help in planning sales force activities.

c) Are useful in helping to evaluate a sales representative's performance.

The evaluation activity takes on a fuller, richer meaning if we think of this activity in terms of the evaluation and ______ of individual salespeople. a) Compensation. b) Selection. c) Development. d) Reorganizing. e) Criticizing.

c) Development.

In the performance evaluation process, it is management's job to: a) Find out what happened and find out why it happened. b) Find out why it happened. c) Find out what happened, find out why it happened, and decide what to do about it. d) Find out what happened. e) Decide what to do about it.

c) Find out what happened, find out why it happened, and decide what to do about it.

An advantage of using the executive-opinion method of sales forecasting is that: a) None of these. b) It is subject to statistical measures of validity. c) It can be done quickly and easily. d) It is highly accurate. e) The salespeople are closest to the market situation.

c) It can be done quickly and easily.