Benjamin Cooper hired you as a performance management consultant. You are asked to evaluate the seven salespersons, using the information provided in the case materials.

1. Rank these seven salesperson. Clearly specify who, do you think, is better than (or equal to) whom.
2. Describe your method of evaluation that leads to this judgement.

Justify your method of evaluation. What are the theoretical rationale? Why your method is better than alternative methods?

 

 

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Exhibit 1 StepSmart U.S. Sales-Commercial Sales Division Product Line Product Cardio Strength Technology Small Exercise Equipment Total U.S. 2011 Sales $ 84,870,000 $ 46,125,000 $ 35,055,000 $ 18,450,000 $ 184,500,000 GM Percent 41% 31% 38% U.S. 2011 Gross Margin U.S. 2012 Forecasted Sales $ 34,796,700 $ 96,751,800 $ 14,298,750 $ 13,320,900 $50,737,500 $ 40,313,250 32% $ 5,904,000 37% $ 68,320,350 $ 19,557,000 $207,359,550 U.S. 1st Half 2012 Forecasted Sales $ 43,538,310 $24,354,000 $ 20,156,625 $ 7,822,800 $ 95,871,735 U.S.1st Half 2012 Actual Sales $ 43,449,600 $ 22,450,000 $ 21,984,300 New England District 2011 Sales $3,009,051 $ 2,581,354 $ 2,211,506 $ 9,905,269 $ 1,681,389 $ 97,789,169 $ 9,483,300 Exhibit 1 StepSmart U.S. Sales-Commercial Sales Division Product Line Product Cardio Strength Technology Small Exercise Equipment Total U.S. 2011 Sales $ 84,870,000 $ 46,125,000 $ 35,055,000 $ 18,450,000 $ 184,500,000 GM Percent 41% 31% 38% U.S. 2011 Gross Margin U.S. 2012 Forecasted Sales $ 34,796,700 $ 96,751,800 $ 14,298,750 $ 13,320,900 $50,737,500 $ 40,313,250 32% $ 5,904,000 37% $ 68,320,350 $ 19,557,000 $207,359,550 U.S. 1st Half 2012 Forecasted Sales $ 43,538,310 $24,354,000 $ 20,156,625 $ 7,822,800 $ 95,871,735 U.S.1st Half 2012 Actual Sales $ 43,449,600 $ 22,450,000 $ 21,984,300 New England District 2011 Sales $3,009,051 $ 2,581,354 $ 2,211,506 $ 9,905,269 $ 1,681,389 $ 97,789,169 $ 9,483,300

Answer rating: 100% (QA)

To evaluate the seven salespersons we can use a combination of quantitative and qualitative methods based on the information provided in Exhibits 3 to 6 Ranking performance strictly by total sales may ... View the full answer