Iime Remaining

$24$

Multiple Choice $2\mathrm{.}5$ points

In reviewing Tom's sales performance, his sales manager sees Tom had a very high rate of canceled orders. This may indicate Tom:

Is using high$-$pressure tactics

Is pursuing too many small orders

Is not putting sufficient effort into his job

Is not calling on enough customers

Avoids calling on difficult customers

Multiple Choice $2\mathrm{.}5$ points

The sales expense ratio combines salespeople's and

Outputs; behavior

Bias; objectivity

Effort; expense

Inputs; results

Effectiveness; Attribution

$26$

Multiple Choice $2\mathrm{.}5$ points

Which of the following statements accurately describes one of the problems sales managers face when trying to institute a sales training program?

Top management wants to fund more for measuring the benefits accrued from training than on the actual training

Lack of buy$-$in from frontline sales managers and salespeople

All of the these

Salespeople believe that on$-$the$-$job training is the best and only viable training method

All sales training, including the development of sales training material, must be done in$-$house