You were asked to develop a sales force evaluation system by your boss. The first step in this process is:
A) Decide how the goals will be achieved.
B) Set performance standards for different levels of salespeople.
C) Set performance standards for individual products.
D) Decide what you want the sales force to accomplish.
E) Look at the differences between performance standards and hypothetical results from future sales.

Question

Quizplus · Accepted Answer

The first step in developing a sales force evaluation system should be to decide what you want the sales force to accomplish. This will help in setting appropriate performance standards and measuring the success of the sales force. Without a clear understanding of the goals and objectives, it will be difficult to evaluate the performance of the sales force.

You Were Asked to Develop a Sales Force Evaluation System