Why should sales managers be concerned with the job satisfaction of salespeople?

How can evaluations of salesperson performance and satisfaction be used by sales managers?

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Kristelle BalandoLv10

29 Sep 2019

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The Utility curve,iso-utility curve, showes\every combination of goods (or features) that provide consumers with the same level of satisfaction. Why is it important for managers to understand that various combinations of features can provide the same level of satisfaction and how do they use this information? Therefore, firms that wish to become successful, should focus on doing what? how is this different from the common view that companies get rich by "fooling" or "cheating" their customers? Why don't firms try to cheat their customers?

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Sources must be cited in APA format. Your response should be four (4) double-spaced pages; refer to the "Assignment Format" page located on the Course Home page for specific format requirements.

1AFully describe three (3) measures for assessing the effectiveness of a sales force as a whole. Explain why they are important, what they determine, and how sales managers apply these criteria to sales force performance evaluations.

1BYou are a sales manager in the electronics industry. Your firm had a salesperson in the far western U.S. who everyone thought was a high performer. Every year he sent in his forecast, which was slightly higher than the year before, and every year he achieved that sales goal and received a nice evaluation and raise. Finally, the salesperson retired and a replacement was reassigned. In the first year, he increased sales by 50 percent, and in the second year, he doubled the previous salesperson's output. Based on this anecdote:

List and describe five (5) pipeline analysis evaluation criteria that would have allowed you, the sales manager, to more accurately assess the salesperson's performance.

What would these evaluation criteria tell you about the previous and current sales reps?

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Can anybody answer these management questions?

1-) Which step of the personal selling process has been most impacted by Internet technology?
2-) Should marketing or sales be responsible for generating leads?
3-) How does the salesperson determine whether the lead is a good prospect?
4-) Should the salesperson try to close on every call? Why or why not?