BM410Sales Management & Practices assignment 8

BM410Sales Management & Practices assignment 8

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.

preview of the answer..

Salespeople are expected to do the right things in order to get the sale, (Zoltners, Sinha & Zoltners, 2001). The sales force productivity drivers are the roots of a causal link that ultimately leads to company sales and profits. They are decisions that, if made correctly, keep costs in line, create a successful culture, establish the right activity to satisfy customers, and drive positive company results. Additionally, the sales force productivity framework provides five dimensions on which to assess the effectiveness of a selling organization, one for each component. A sales force can assess its productivity drivers ultimately determine the success of a selling organization, any sales force effectiveness evaluation must examine the drivers carefully. Some components of sales force productivity are easier to measure than others..

APA 1214 words

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