10 Questions
Sales organization effectiveness evaluations generally result in
general strategic or policy changes.
A sales organization audit can best be defined as
a comprehensive, systematic, diagnostic and prescriptive tool used to assess the adequacy of a firm's sales management process.
Recruitment, selection, and sales training are examples of factors considered in this area of the sales organization audit framework:
sales-management functions.
The adequacy of sales managers and management practices is assessed under this area of the sales organization audit framework:
sales-management evaluation.
Intraorganizational factors such as company organization are considered in this area of the sales organization audit framework:
sales-organization environment.
According to the text, which of the following is not included in the implementation and control phase of the benchmarking process?
Communicate benchmark findings and gain acceptance.
A benchmarking study should provide all of the following except
a set of solutions to commonly encountered performance problems.
Which of the following is not considered a key to successful benchmarking?
Make sure that you clearly understand the processes of your benchmarking partner company first.
The most often-used sales definition defines a sale as
shipped order.
An evaluation of sales results throughout the sales organization from a top-down perspective is a
hierarchical sales analysis.
Test your knowledge on sales organization effectiveness evaluations and their outcomes with this quiz. Evaluate your understanding of the results obtained from such evaluations.
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