A sales rep's actual sales relative to sales potential is relevant to the sales manager in which of the following phases of the sales management process?

Question

Quizplus · Accepted Answer

The sales rep's actual sales relative to sales potential is a measure of sales force performance and is relevant to the sales manager in the controlling and evaluating phase of the sales management process. This information helps the sales manager identify individual sales rep's strengths and weaknesses and take corrective measures, if necessary. It also helps in setting realistic sales targets and assessing the overall effectiveness of the sales force.

A Sales Rep's Actual Sales Relative to Sales Potential Is