3. Given the following information from evaluations of the performance of different sales representatives, what possible...
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3. Given the following information from evaluations of the performance of different sales representatives, what possible conclusions can be made about why the sales reps are not achieving quota (assume each is not making quota)? Representative 1: Achieved goals for sales calls, telephone calls, and new accounts; customer relations good; no noticeable deficiencies in any areas. Representative 2: Completed substantially fewer sales calls than goal. Telephone calls high in number, but primarily with one firm. Time management analysis shows the sales rep to be spending a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding. Representative 3: Number of sales calls low, below goal. Telephone calls, letters, proposals all very low and below goal. Evaluation shows poor time utilization. Very high amount of service-related activities in sales representative's log; cus- tomer relations extremely positive; recently has received a great deal of feedback from customers on product function. 3. Given the following information from evaluations of the performance of different sales representatives, what possible conclusions can be made about why the sales reps are not achieving quota (assume each is not making quota)? Representative 1: Achieved goals for sales calls, telephone calls, and new accounts; customer relations good; no noticeable deficiencies in any areas. Representative 2: Completed substantially fewer sales calls than goal. Telephone calls high in number, but primarily with one firm. Time management analysis shows the sales rep to be spending a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding. Representative 3: Number of sales calls low, below goal. Telephone calls, letters, proposals all very low and below goal. Evaluation shows poor time utilization. Very high amount of service-related activities in sales representative's log; cus- tomer relations extremely positive; recently has received a great deal of feedback from customers on product function.
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a Representative 1 Achieved goals for sales calls phone calls and new accounts customer relations are good no noticeable deficiencies in any areas Evaluation This representative is quite good in the i... View the full answer
Related Book For
Intermediate Accounting Reporting and Analysis
ISBN: 978-1285453828
2nd edition
Authors: James M. Wahlen, Jefferson P. Jones, Donald Pagach
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