An evaluation of the extent to which salespeople engage in cross-selling can be best measured through a ________ retail audit.
A) companywide
B) horizontal
C) disguised
D) nondisguised

Question

Quizplus · Accepted Answer

A disguised retail audit involves sending in mystery shoppers who pretend to be regular customers, allowing for a more accurate evaluation of salespeople's behavior without their knowledge. This approach would be most suitable for measuring the extent of cross-selling by salespeople. Companywide audits may not focus specifically on cross-selling behavior, while horizontal audits may not capture the nuances of individual sales interactions. A nondisguised audit would be less effective in measuring cross-selling because salespeople may alter their behavior when they know they are being observed.

An Evaluation of the Extent to Which Salespeople Engage in Cross-Selling