Assignment

1. Following is an evaluation of salesperson Sally from the XYZ Corporation that was ? lled out by her sales manager. The company requires all its sales managers to use this form when evaluating salespeople. The following scale was used: Almost Never 1 2 3 4 5 Almost Always.

Sally's Score Asks customers for their ideas for promoting business 2 Offers customers help in solving their problems 1

Is constantly smiling when interacting with customers 4

Admits when she does not know the answer, but promises to ?ndout 4 Generates new ways of tackling new or ongoing problems 1

Returns customers'calls the same day 2

Retains her composure in front of customers 5

Delivers what she promises on time 1 Remains positive about the company in front of customers 5

Knows the design and speci? cation of company products 4

Knows the applications and functions of company products 2

Submits reports on time 2

Maintains company speci?ed records that are accurate and complete 2

Uses expense accounts with integrity 3

Uses business gift and promotional allowances responsibly 3

Controls costs in other areas of the company (order pro cessing and preparation, delivery, etc.) when taking sales orders 3

Identify any problems that you see with Sally and make suggestions for improving her performance. In your analysis, be sure to consider the reasons why Sally may be doing a poor job in some of these areas. How could information like this be used to improve the performance of the sales organization?

2. Use the Internet to search for two per for mance evaluation software packages. You may want to type "per for mance evaluation software" or "per for mance appraisal software" into a search engine such as Google. Provide the name of the software package and the company that provides it. Then, list the pros and cons of using each software package to help sales managers evaluate salespeople. Finally, of the two software packages you evaluated, if you were a sales manager, which would you choose to use and why?