Homework Assignment $5($Chapters $9$ & $10)$

Read Case $9\mathrm{.}2($Advance Office Technology, Inc.$)$ in Chapter $9$ in your textbook. For your convenience, the copy of the case provided below. This case revolves around the role of the salesforce in making a good company even better. In essence, the effectiveness of the salesforce is at question. The case challenges you to examine how benchmarking might play a role in improving salesforce effectiveness and asks you to suggest other means for ensuring the salesforce is performing effectively. After reading the case, answer the following three questions:

How could Gage use benchmarking to address Jane's concerns?

Outline a benchmarking study that could be used to help make Advance Office Technology's salesforce more effective.

What else can be done to ensure that Advance Office Technology's salesforce is performing effectively?

This question involves with developirg a formal salesperson performance evaluation form. Find a salesperson position description or use the example position description in chapter $5$ to develop a formal salesperson performance evaluation form. Using the position description as a basis, determine the criteria to be evaluated, measures for each criterion, and data sources that will be used to evaluate. The final product should be a formal evaluation form that could be used by a sales manager.

Case $9\mathrm{.}2$: Advance Office Technology, Inc.