WGU D099 Sales Management Unit 6 (Modules 8,9,10)

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166 term jleo What is product training?Detailed information about the products or services the company sells.What is industry training?Learning about the industry, including competition.What is technical training?Learning how to use technology required for the job.What is power skills training?Strengthening personality traits, communication, and social etiquette.What is organizational assessment?Determining skills needed to meet strategic objectives.What is occupational assessment?Determining skills needed for specific jobs.What is individual assessment?Understanding individual performance for targeted training.What is on-the-job training?Training in a normal working situation.What is off-the-job training?Training away from normal work situations.What are observations in training?Observing trainees' work behavior before, during, and after training.What is a questionnaire in training?Consists of questions given to both trainer and learner.What is an interview in training?Structured or unstructured conversation for assessment.What are formative evaluations?Evaluations to improve training program effectiveness.What are summative evaluations?Evaluations to determine further training needs and program improvement.

What are the characteristics of a new employee? Central to orientation strategies What are the tactics used by new employees?Acquiring knowledge and building relationships What are the organizational efforts during the orientation process?Emphasis on relationship building and communication of knowledge What is the focus of adjustment for new employees? Knowledge of company culture and coworkers, understanding organizational framework What are the outcomes of a well-executed orientation? Minimized turnover, maximized satisfaction How does orientation help reduce start-up costs? Ensuring employee is well-informed on policies and procedures What is the goal of orientation in terms of reducing anxiety?To reduce stress and anxiety in unknown situations How does orientation help reduce employee turnover? Shows organization values employee and provides tools for success What is the benefit of a well-done orientation for supervisors and coworkers?Saves time and prepares employee better What is the purpose of setting expectations and attitudes during orientation?To improve performance and role clarity for salespeople What is salary plus commission?Regular payment in addition to compensation for sales generated.What is straight commission?Monetary compensation based on discretion, performance, or results.What is salary only?Regular monetary compensation for accomplishing tasks and goals.What is a recoverable draw?A payout against commission expected to be returned.What is a non-recoverable draw?A payout not necessarily expected to be returned.What is draw against commission?A method of paying commission with regular payouts.What is a performance appraisal system?Regular review of job performance and contribution.What is a performance incentive?Reward for achieving a specific objective.What are extrinsic rewards?Rewards administered externally, by management.What are intrinsic rewards?Rewards directly related to performing the job.What is distributive justice?Rewards based on level of contribution to the organization.What is equality?All individuals in a job classification receive similar rewards.

What are stock options?Opportunity for employees to buy company stock at a fixed price.What is team pay?Reward system for an entire team or group to meet a goal.What is gain-sharing?Financial rewards based on the success of the organization.What are non-monetary rewards?Non-financial rewards to boost morale or recognize employees.What does monetary financial mean?Money is involved in monetary financial.What is a perk?A discretionary benefit provided by the company.What is merit pay?A compensation program that links pay to employee performance.What is piece-rate?Employees are paid for each unit of production at a fixed rate.What is a sales performance incentive fund?A financial incentive that encourages sales for specific items.What is the result of the completion of a sales task? Outputs What are actions that help accomplish the completion of a sales task?Inputs What are face-to-face meetings called?Account visit What are direct data used for evaluating the performance of a salesperson?Objective measures What combines inputs and outputs to measure performance effectively?Ratios What focuses on aspects of what is done and how well it is done?Subjective measures What do raters use to rate employees' productivity on a scale?Graphic rating scales What method involves comparing subordinates with one another?Employee comparison methods What do supervisors record to judge job performance? Behavioral checklists and scales What type of assessment involves members of a group evaluating their fellow group members?Peer assessments What type of assessment involves individuals assessing their own behavior and job performance?Self assessments

What are formal reviews that provide open and direct feedback called?Business reviews What do sales managers do when they chat with buyers and accounts in a casual setting?Conventions What are one-page documents that ask key questions and encourage customers to fill them out?Questionnaires What involves gathering customers and discussing issues relevant to a company's business?Focus groups What yields a more private exchange between the customer and the organization?Telephone What is a group of consumers from which a company gathers feedback on an ongoing basis?Private consumer panel What technique involves tracking examples of worker behavior that resulted in unusual success or failure?Critical incident technique What does management by objectives (MBO) involve? Supervisors establishing goals and objectives for their reports What is an assessment center?Consists of trained observers who judge behavior on specially developed exercises.What are expense ratios?They capture the cost of achieving sales outcomes.What do account development ratios measure? They measure how well salespeople are earning potential business in their territories.What do call activity ratios measure?They measure the effort and planning salespeople put into customer call activities and the resulting successes.What is central tendency error?The tendency of managers and interviewers to rate most employees as average.What is leniency error?A rater's bias of rating an individual too positively.What is confirmatory bias?The tendency to interpret new information in a way that confirms pre-existing beliefs.What is similarity bias?A tendency to favor people who are like oneself, often at the expense of those who are not.What is recency error?An inaccuracy in performance appraisal caused by relying on the most recent occurrences of an employee's behavior.What is personal bias?A prejudice in favor of or against someone or something.