Sales Management and Performance Evaluation Process Questions

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ngnf3

Business Finance

Description

1. Fully describe three measures for assessing the effectiveness of a salesforce as a whole. Explain why they're important, what they determine, and how sales managers apply these criteria to sale force performance evaluations.

2. Discuss ten different purposes of an evaluation of salesperson performance and how each purpose affects the performance evaluation process.


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Explanation & Answer

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Performance appraisal, its Methods and Benefits.
Outline
Thesis: There are three main ways to measure the effectiveness of a sales force: knowledge,
personality and attitude and personal efforts
a) Fully describe three measures for assessing the effectiveness of a salesforce as a whole.
Explain why they're important, what they determine, and how sales managers apply these
criteria to sale force performance evaluations.
b) Discuss ten different purposes of an evaluation of salesperson performance and how each
purpose affects the performance evaluation process.


Running Head: PERFORMANCE APPRAISAL

Performance appraisal, its Methods and Benefits.
Name
Institution of Affiliation
Date

1

PERFORMANCE APPRAISAL

2

Fully describe three measures for assessing the effectiveness of a salesforce as a whole.
Explain why they're important, what they determine, and how sales managers apply these
criteria to sale force performance evaluations.
There are three main ways to measure the effectiveness o...


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