1. Identify outcome based, behavior based, and professional development measures that could be used for sales force performance evaluations. In your opinion, which of these three categories of measures are most important for evaluating salespeople?

2. Explain the multiple purposes for employing sales quotas.
3. What are the features of an effective quota plan?
4. Identify and describe the four major types of sales quotas. Be sure to describe the different kinds of sales volume quotas and financial quotas. In your opinion, which of these tpyes of quotas can be most effective for evaluating salespeople? Explain.
5. Name the three stages in a performance evaluation monitoring systems, and describe the sales managers roles in each stage in your work experience what procedure or process has your superior used to evaluate you.
6. Identify and explain the characteristics different types of performance appraisal techniques should possess
7. Explain the key features for each of these widely used valuation techniques: descriptive statements, graphic rating scales, behavioral anchored rating scales, and management by objectives.
8. Identify and describe the various limitations of Salesforce evaluation systems. Do you have any personal experience with these limitations as either a rater or a ratee? Describe your experience
9. Explain the necessity of providing feedback on Salesforce performance appraisals
10. Describe the key features and advantages and disadvantages of 360 degree performance appraisals. Can a 360 performance appraisal help reduce appraisal bias? Why do you think this form of performance evaluation is being increasingly used?
11. Describe how performance rating ranking systems can be used in evaluating Salesforce performance.