Question 1

1.  Which type of criterion assesses improvements in certain characteristics of salespeople that are related to successful performance in the sales job?

Question options:

Profitability

Productivity

Professional development

Behavioral

Question 2

2.  The more a salesperson performance evaluation system is behavior-based rather than outcome-based,

Question options:

the less likely that risk-averse salespeople will be attracted, nurtured, and retained.

the more salespeople will have reduced levels of intrinsic motivation.

the less salespeople identify with and feel committed to the sales organization.

the less the need for using pay as a control mechanism.

Question 3

3..Which one of the following evaluation procedures uses salespeople to identify important performance results and the critical activities and responses necessary to achieve these results?

Question options:

Graphic rating/checklist method

Team-evaluation consensus

Management by objectives (MBO)

Behaviorally anchored rating scales(BARS)

Question 4

4.The mutual setting of well-defined and measurable goals within a specified time period is a concept incorporated into which type of performance evaluation method?

Question options:

Graphic rating/checklist method

Ranking method

Management by objectives (MBO)

Behaviorally anchored rating scale (BARS)

Question 5

5.  Practicality, a characteristic of salesperson performance evaluation methods, can be defined as

Question options:

the need for the measurement instruments and evaluation process to be similar throughout the sales organization.

the ability of the measure to provide accurate assessments of the criteria they’re intended to measure.

the ability of the measure to meet the needs of the sales organization.

the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

Question 6

6. Usefulness, a characteristic of salesperson performance evaluation methods, can be defined as

Question options:

the need for the measurement instruments and evaluation process to be similar throughout the sales organization.

the ability of the measure to provide accurate assessments of the criteria they’re intended to measure.

the ability of the measure to provide information that is valuable to sales managers in making various decisions.

the need for the measures to be stable over time and exhibit internal consistency.

Question 7

7.  Which of the following statements concerning performance management is false?

Question options:

Salespeople are compensated on the value of their contributions to the <br /> organization’s success.

Salespeople assume responsibility for their careers.

Sales managers act as partners in the performance appraisal process.

Sales managers create development plans for salespeople to follow.

Question 8

8. The initial use of the information provided by the various salesperson performance evaluation methods is

Question options:

to identify potential problems in training.

to determine the absolute and relative performance of each salesperson.

to identify areas where salespeople need to improve for better performance in the future.

to use the information to improve the overall operations of the sales organization.

Question 9

9. The results of salesperson performance evaluations can be used for all of these sales management purposes except to

Question options:

identify salespeople that might need to be terminated and to supply <br /> evidence to support the need for termination.

identify salespeople that might be promoted.

assess the adequacy of a firm’s sales management process and to provide <br /> direction for improved performance and prescription for needed changes.

ensure that compensation and other reward disbursements are consistent <br /> with actual salesperson performance.

Question 10

10 .When using a 360-degree feedback system, feedback may be obtained from

Question options:

oneself.

one’s sales manager.

customers or team members.

Any or all of the above.

Question 11

11.  The dimensions of job satisfaction that the INDSALES scale attempts to measure include all of the following except

Question options:

company policy and support.

the job.

customers.

competitor sales jobs.

Question 12

12.  A behavior-based perspective to evaluating and controlling salesperson performance

Question options:

focuses on objective measures of results.

has very little monitoring or directing of salespersons by sales managers.

incorporates complex and often subjective assessments of salesperson characteristics.

may lead to a focus on short-term outcomes.

Question 13

13. When attempting to use the diagnostic information provided by salesperson-evaluation methods, the major difficulty is in

Question options:

reviewing the performance of each individual salesperson against each relevant criterion.

attempting to summarize the results across all salespeople being supervised.

isolating the specific causes of low performance.

determining which salespeople aren’t meeting their sales quotas.

Question 14

14. In salesperson evaluations, which one of the following behavioral criterion do most sales organizations focus on?

Question options:

Number of demonstrations conducted

Number of required reports submitted

Number of customer calls

Number of letters/phone calls to prospects

Question 15

15.  Which of the following statements regarding the use of outcome-based and behavior-based perspectives in the evaluation of salesperson performance is false?

Question options:

A review of current practice indicates a tendency toward a <br /> behavior-based perspective.

Most sales organizations operate somewhere between the two extreme positions.

The relative emphasis on outcome-based and behavior-based measures <br /> depends upon environmental, firm, and salesperson considerations.

A salesperson’s performance on post-sale service is considered a <br /> behavior-based measure.

Question 16

16.. The sample statement, “Management is progressive,” used in the INDSALES scale would be attempting to measure which dimension of job satisfaction?

Question options:

Pay

Promotion and advancement

Customers

Company policy and support

Question 17

17.  Behaviorally anchored rating scales (BARS) are a unique evaluation procedure because they’re the only method that

Question options:

tries to link salesperson behaviors with specific results.

tries to link salesperson behaviors with promotability.

attempts to correlate sales-training methods with sales results.

uses behavior to predict a salesperson’s level of motivation.

Question 18

18. Which method of salesperson performance evaluation has been described as having problems related to the “halo effect”?

Question options:

Graphic rating/checklist method

Ranking methods

Management by objectives (MBO)

Behaviorally anchored rating scales (BARS).

Question 19

19. All of the following are benefits of a 360-degree feedback system except

Question options:

it reduces assessment bias.

it detects barriers to success.

it eliminates sales manager involvement.

it helps better understand customer needs.

Question 20

20.  Which of the following statements regarding the use of the scale termed INDSALES is false?

Question options:

It’s a scale for evaluating the job satisfaction of salespeople.

In using the scale, salespeople indicate their level of agreement with a <br /> number of statements concerning their particular sales job.

The scale uses statements designed to measure satisfaction in five <br /> general areas.

The answers salespeople give to the scale statements are summed to form <br /> an overall salesperson satisfaction score.

  

Write 400–600 words that respond to the following questions with your thoughts, ideas, and comments. This will be the foundation for future discussions by your classmates. Be substantive and clear, and use examples to reinforce your ideas.

The objective of this assignment is to enable you to demonstrate your understanding of the relationship between justice policy and case processing and management using an example from the juvenile justice system. In 2004, researchers at the University of Colorado and the University of Bremen (Germany) reported on a cross-national study funded by a grant from the U.S. Department of Justice. (This free research report can be accessed here: and downloaded in PDF format). NOTE: if for whatever reason this link does not work, you can also go to http://www.ncjrs.gov/, click on “Juvenile Justice” and in the keyword search within topic box, enter the grant number 205001 to download a PDF version of the report and also view the abstract and the agency summary.

According to this report, there are some key differences between these two jurisdictions in terms of how juveniles are treated, with the system in Bremen being more lenient and “diversion-oriented” and the one in Colorado being more “punitive.” In Colorado, offenders can be arrested at a much earlier age than in Bremen and are more often processed via juvenile court and detention, whereas in Bremen, dismissal of cases or diversion from formal court processing occurs in the vast majority of cases. Although the findings must be tempered by the limitations to the research discussed in the report, the authors nevertheless offer conclusions that should be considered by court administrators, including these: (1) arrest and imposition of sanctions are generally ineffective strategies and (2) policymakers should examine whether increasing the levels of severity in juvenile sanctions is an effective approach to reducing subsequent delinquency. 

In this Discussion Board assignment, you have several tasks: 

First, demonstrate your understanding of what the authors mean by “diversion-oriented system” versus “punitive- or punishment-oriented system.” 

Second, offer your perspective on whether a shift toward a “diversion” and away from a “punishment” (arrest, court processing, court trial, possible detention) model for dealing with juvenile offenders would be effective in the U.S. juvenile justice system. 

Third, find an example of a diversion-oriented model that has been applied by a U.S. state or county juvenile court system, and describe its main features. 

Finally, suggest how you think a diversion-oriented shift might impact case processing and case-flow management. APA , References, and in-cite citations

Unit 2 IP

The objective of this assignment is to enable you to demonstrate your understanding of the effects of the use of alternative dispute resolution (ADR) to supplement court trial processes, with particular focus on its impact on caseflow management. For at least the last 20 years, most state and local jurisdictions have begun institutionalizing ADR programs and procedures for a variety of case types. In many situations, this has been the result of statutory changes, but with or without legislative action, court rules have been implemented in states across the United States to address how the addition of ADR processes can supplement and sometimes replace court dispute resolution.

Find a jurisdiction where state or county statutes require an ADR process in some or all types of divorce cases prior to proceeding with a divorce case in the courts. Write an essay of 2–3 pages that discusses how the addition of ADR processes has affected caseflow management in general, and in divorce cases specifically. (The Steelman, et al. publication for NCSC, Caseflow Management: The Heart of Court Management in the New Millennium, is an excellent resource.)

In your essay, respond to at least the following questions: 

Why have so many jurisdictions turned to forms of ADR to supplement the judicial process? 

What are the major effects on caseflow management of the decision by jurisdictions to insert ADR requirements into divorce case processing? 

What are the short-term and long-term costs and benefits, including dollar costs/benefits and social costs/benefits? 

In your essay, be specific regarding the types of ADR processes that are required or recommended in the state of your choosing and how these processes affect caseflow management.

APA , References, and in-cite citations