EC

Salesperson Evaluation Exercise

1. Using the performance evaluation methods discussed in the chapter, design a method that could be used to evaluate salespeople’s performance in one of the following areas :

· communication skills

· product knowledge

· quota attainment

· profitability

· team work

· professionalism

Note: your method must contain at least 5 items/statements for which salespeople will be measured/evaluated.

2. Discuss the advantages and disadvantages of your method relative to at least 3 of the following evaluation criteria:

· Job relatedness

· Validity

· Standardization

· Practicality/Usefulness

· Comparability

· Discriminability

3. Submit/post your word document to the Bb assignment folder space by the due date listed in the syllabus schedule.

Grading Rubric to be used

Criteria	Points
Answers cover all parts/aspects of the question and are in-depth. Answers incorporate principles discussed in the text chapter.	18-20
Answers cover some but not all parts/aspects of the question and are somewhat in-depth. Answers only partially incorporate principles discussed in the text chapter.	15-17
Answers cover only a few parts/aspects of the question and are lacking depth. Answers do not incorporate principles discussed in the text chapter.	0-14
Late submission of work	50% deduction from earned score