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also known as input based-Relates to the observable selling efforts a slaesperson must make-for example, the number of sales calls, presentations he or she must make, and the number of sales proposals the person writes
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| what is it called when you meet your full goal, aka the 100% mark |
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what is used to keep the costs associated with a representatives's sales in line with what the firm thinks the representatives should spend in order to be successul.
IE: the cost of involved in putting on demonstratons, entertaining customers, customerssmapling, or trail of products, lodging, and other travel costs are among the esxpenses sales rep incur |
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selling results a rep is expected to recieve
ie: the number of orders a sales rep must receive, and the recenues, sales vloume, and profts the person must generate. |
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| what is a performance standard by which salespeople, sales reps, and sales managers are measured? |
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| goal that goes beyond the actual goal mark |
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| intrinsic motivation factors |
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| items taht are done because the person finds doing the activity a rewar in itself |
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external to the job and are done in order to obtain a monetary or physical reward, a social reward, or to avoid punishment
ie: wages, incentives, awrds, or a job status that reflects status |
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| what is it called when a good performing sales person are no longer demonstarting their past levels of achieveent and their performance has leveled out |
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| fixed amount of money paid to an employee |
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| what type of measurement shows how well is maintaining a stream of customers at different stages in the sales process |
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| what is a form of trend analysis, but instead of using past sales (or past sales only), sales forecast are based on the trends of other variables |
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