MANAGEMENT 410 - Sales Management and Practices
Question # 00362004
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Updated on: 08/13/2016 05:41 AM Due on: 08/13/2016
ASSIGNMENT 8
BM410 Sales Management & Practices
Directions: Be sure to save an electronic copy of your answer before submitting it to
Ashworth College for grading. Unless otherwise stated, answer in complete sentences,
and be sure to use correct English, spelling and grammar. Sources must be cited in APA
format. Your response should be four (4) double-spaced pages; refer to the "Assignment
Format" page located on the Course Home page for specific format requirements.
Part A: Fully describe three (3) measures for assessing the effectiveness of a sales force
as a whole. Explain why they are important, what they determine, and how sales
managers apply these criteria to sales force performance evaluations.
Part B: You are a sales manager in the electronics industry. Your firm had a salesperson
in the far western U.S. who everyone thought was a high performer. Every year he sent in
his forecast, which was slightly higher than the year before, and every year he achieved
that sales goal and received a nice evaluation and raise. Finally the salesperson retired
and a replacement was reassigned. In the first year, he increased sales by 50 percent and
in the second year he doubled the previous salesperson’s output. Based on this anecdote:
1. List and describe five (5) pipeline analysis evaluation criteria that would have
allowed you, the sales manager, to more accurately assess the salesperson’s
performance.
2. What would these evaluation criteria tell you about the previous and current sales
reps?
Grading Rubric
Please refer to the rubric on the next page for the grading criteria for this assignment.
This is the end of Assignment 8.
BM410 Sales Management & Practices
Directions: Be sure to save an electronic copy of your answer before submitting it to
Ashworth College for grading. Unless otherwise stated, answer in complete sentences,
and be sure to use correct English, spelling and grammar. Sources must be cited in APA
format. Your response should be four (4) double-spaced pages; refer to the "Assignment
Format" page located on the Course Home page for specific format requirements.
Part A: Fully describe three (3) measures for assessing the effectiveness of a sales force
as a whole. Explain why they are important, what they determine, and how sales
managers apply these criteria to sales force performance evaluations.
Part B: You are a sales manager in the electronics industry. Your firm had a salesperson
in the far western U.S. who everyone thought was a high performer. Every year he sent in
his forecast, which was slightly higher than the year before, and every year he achieved
that sales goal and received a nice evaluation and raise. Finally the salesperson retired
and a replacement was reassigned. In the first year, he increased sales by 50 percent and
in the second year he doubled the previous salesperson’s output. Based on this anecdote:
1. List and describe five (5) pipeline analysis evaluation criteria that would have
allowed you, the sales manager, to more accurately assess the salesperson’s
performance.
2. What would these evaluation criteria tell you about the previous and current sales
reps?
Grading Rubric
Please refer to the rubric on the next page for the grading criteria for this assignment.
This is the end of Assignment 8.
-
Rating:
/5
Solution: MANAGEMENT 410 - Sales Management and Practices