Question 4.

(a) Sales managers need continually evaluate their sales efforts to know what is working and why things are working. Sales managers evaluate the overall performance of their sales teams by comparing and analyzing different types of information and analytics. Considering this situation, discuss the most common measures of sales force success that sales managers should consider in a professional services company. (5 marks)

(b) Your organization is evaluating promotion applications of several salespeople. The top-level manager asked you to provide a performance review of few salespersons under your supervision. Discuss the criteria you would use to evaluate the salespeople and provide a well justified report to the management. (5 marks)

You are expected to provide in-depth analytical answers. As such, students must use relevant theories, themes and sources underpinning the sales management and negotiation with appropriate examples to answer scenario-based questions.