1. If a salesperson received 32 purchase orders during the month based upon 123 sales calls, what is his order per call, or “close rate”? 2. In what ways can salespeople influence the profitability...

1. If a salesperson received 32 purchase orders during the month based upon 123 sales calls, what is his order per call, or “close rate”?

2. In what ways can salespeople influence the profitability of their territories?

3. Sales managers should assess qualitative measures against what standard? Why?

4. What challenges are posed when firms evaluate a global sales force’s efforts?