Karen knew that the best salesperson in her company had a sales conversion ratio of 75 percent while hers was only 55 percent. Since one of Karen's goals is to improve her conversion ratio, she could use ______ and compare what she was doing with what the best salesperson in the company does to identify ways that she could improve her sales conversion rate.
A)benchmarking
B)haloing
C)market analysis
D)sales analysis
E)goal assessment

Question

Quizplus · Accepted Answer

Benchmarking involves comparing one's own performance against that of the best performer in the industry or company. In this case, Karen can use benchmarking to identify the best practices of the top salesperson and apply them to improve her own conversion ratio. Haloing refers to the phenomenon where a person's overall performance is rated highly based on their performance in one area, which may not be relevant to sales conversion ratios. Market analysis and sales analysis may provide useful information, but they do not directly address the issue of improving Karen's conversion ratio. Goal assessment is a general term and does not provide specific guidance on how to achieve the goal of improving Karen's conversion ratio.

Karen Knew That the Best Salesperson in Her Company Had