Frank is evaluating his sales force and sees one rep has a high percentage of canceled orders.Frank will likely:
A)Terminate the rep before anymore cancellations come in.
B)Investigate to see if the rep is using high-pressure tactics.
C)Assess the call/expense ratio for that rep relative to other reps.
D)In the future use a BARS rating system in evaluating the rep.

Question

Quizplus · Accepted Answer

Investigating if the rep is using high-pressure tactics is the best choice to determine the cause of the high percentage of canceled orders. It could be an indication of unethical behavior or poor communication skills, which could be addressed through training or disciplinary action if necessary. Terminating the rep without investigating the root cause or assessing their overall performance would not be an effective solution. Assessing the call/expense ratio and using a BARS rating system could be useful in evaluating the rep's performance in general but may not directly address the issue of canceled orders.

Frank Is Evaluating His Sales Force and Sees One Rep