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 area 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.
