Podcast
Questions and Answers
Sales organization effectiveness evaluations generally result in
Sales organization effectiveness evaluations generally result in
- recommendations that are tactical in nature, such as specific actions designed to improve the performance of an individual salesperson.
- the implementation of new cost containment procedures.
- general strategic or policy changes. (correct)
- a complete restructuring of the organization.
A sales organization audit can best be defined as
A sales organization audit can best be defined as
- a systematic and diagnostic tool that is used to determine the adequacy of a firm's advertising expenditures.
- a framework that can be used to assess salespeople for promotion potential.
- a tool that is used by all organizations to help them achieve their goals.
- a comprehensive, systematic, diagnostic and prescriptive tool used to assess the adequacy of a firm's sales management process. (correct)
Recruitment, selection, and sales training are examples of factors considered in this area of the sales organization audit framework:
Recruitment, selection, and sales training are examples of factors considered in this area of the sales organization audit framework:
- sales-management evaluation.
- sales-organization environment.
- sales-management functions. (correct)
- sales-organization planning system.
The adequacy of sales managers and management practices is assessed under this area of the sales organization audit framework:
The adequacy of sales managers and management practices is assessed under this area of the sales organization audit framework:
Intraorganizational factors such as company organization are considered in this area of the sales organization audit framework:
Intraorganizational factors such as company organization are considered in this area of the sales organization audit framework:
According to the text, which of the following is not included in the implementation and control phase of the benchmarking process?
According to the text, which of the following is not included in the implementation and control phase of the benchmarking process?
A benchmarking study should provide all of the following except
A benchmarking study should provide all of the following except
Which of the following is not considered a key to successful benchmarking?
Which of the following is not considered a key to successful benchmarking?
The most often-used sales definition defines a sale as
The most often-used sales definition defines a sale as
An evaluation of sales results throughout the sales organization from a top-down perspective is a
An evaluation of sales results throughout the sales organization from a top-down perspective is a
