1.
1. Determining the factors that affect sales
force performance
 Purpose and reasons
 Information sources of evaluation
 Company records
 Customers
 Managers field visit
 Reports from salesmen
 Manager’s personal insights

2.
2. Criteria for evaluation of sales force
performance.
 Qualitative
 Territory management
 Personality traits
 Sales skills
 Quantitative
 Sales volume
 Average call per day
 Sales orders
 Gross profits obtained from new customers

3.
3. Establishing performance standards
 Qualitative standards
 Quantitative standards
 Time based standards
 Cost based standards
 Record performance
4. Methods for sales force evaluation
 Essay
 Rating scales
 Forced choice method
 Ranking
 MBO
 Work standards methods