Discussion Question 1 – CLO 6, CLO 7

Read  “Leadership Challenge: That Sale Was Expensive, I Think” on pages 401-402 and answer the following questions:

  • You are Barry Jefferson. What do you believe would be important to discuss in a meeting with Grace Hart about the sales costs at Digital Dimension?
  • What information would you need to know to estimate the cost of making a sales call at the company?
  • If you were Grace Hart, what questions would you ask Barry Jefferson about implementing a cost analysis

Evaluating performance is more than just deciphering numbers 

  • Explain the difference between performance and effectiveness.
  • Identify objective measures of salesperson performance, both output and input.

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