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  1. Surveys
  2. 2014
  3. January
  4. P
  5. Price Delegation in Industrial Sales Organization
0%
Exit Survey
 
1. To what extent do you agree or disagree with each of the following statements about your salesperson's authority to set prices to your customers?

1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
My salesperson's authority to set price and discount is very high
Compared to our competitors, my salesperson have higher degree of pricing authority
My salesperson are only authorised to reduce prices after getting approval from me
All of our salesperson is provided with certain amount of pricing authority
My salesperson are authorised to decide on price discount for all customers they visit
 
 
2. To what extent do you agree or disagree with the following statements about your salesperson's authority to set prices to your customers?

1. 0% 2. 1-10% 3. 11-20% 4. 21-30% 5. 31-40% 6. 41-50% 7. More than 50%
My salesperson are authorised to offer customer price discount up to …% off the list price without consulted to me
 
 
3. To what extent do you agree or disagree with each of the following statements regarding your salespersons have more superior information about your customer's preferences than you?




1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
My salesperson have a better knowledge about customer's situation than I have
My salesperson have a better knowledge about customer's willingness to pay than I have
 
 
4. To what extent do you agree or disagree with each of the following statements about the heterogeneity of your customers?



1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
My products are offered to a niche market
My salesperson's customers differ widely in their willingness to pay
My salesperson's customers differ widely in their product requirement
My salesperson's customers differ in their needs for our salesperson effort
My salesperson's profitability achievement varies across their customers
 
 
5. To what extent do you assess your salesperson's risk aversion in negotiation?



1. Very risk averse 2. Risk averse 3. Slightly risk averse 4. Neither risk averse nor risk seeking 5. Slightly risk seeking 6. Risk seeking 7. Very risk seeking
How do you assess your salesperson's risk preference in negotiation? (Note: Very risk averse = Less resistant in giving up discount; Very risk seeking = Not easily in giving up discount)
 
 
6. To what extent do you assess your salesperson's risk aversion?



1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
My salesperson tends to sacrifice company margin to assure him/herself of a steady compensation
 
 
7. To what extent do you agree or disagree with each of the following statements about how you monitor your salesperson's activities?


1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
It is very difficult to supervise the salesperson's activities closely
I have accurate activity reports for each of my salesperson
I have a clear parameters in evaluating my salesperson's performance
 
 
8. To what extent do you agree or disagree with the following statements about the span of your control?



1. 0-2 persons 2. 3-4 persons 3. 5-6 persons 4. 7-8 persons 5. 9-10 persons 6. 11-12 persons 7. More than 12 persons
How many salespersons directly report to you?
 
 
9. To what extent below statement reflects your salesperson's compensation plan?



1. Solely on sales revenue 2. Largely on sales revenue 3. Slightly on sales revenue 4. Equally on revenue and gross margin 5. Slightly on gross margin 6. Largely on gross margin 7. Solely on gross margin
My salesperson's commission scheme is calculated based on:
 
 
10. To what extent below statement reflects your nature of market competition?



1. Not strong at all 2. Weak 3. Slightly weak 4. Moderate 5. Slightly strong 6. Strong 7. Very strong
How strong do you perceive the intensity of competition in your market segment?
 
 
11. To what extent do you agree or disagree with each of the following statements that reflected your market uncertainty?




1. Strongly disagree 2. Disagree 3. Slightly disagree 4. Neither agree nor disagree 5. Slightly agree 6. Agree 7. Strongly agree
The demand for our products are very predictable
Our products becomes obsolete very fast
The products offered by our competitors often changes in the market
In our market, there are often significant change in sales strategy pursued by our competitors
There are often significant change in our customer's products requirement
 
 
12. To what extent do you rate your firm performance in relative to your competitors?


1. Clearly inferior 2. Inferior 3. Slightly inferior 4. Neither inferior nor better 5. Slightly better 6. Better 7. Clearly better
Relative to your competitors, how does your business unit perform in operating profit?
Relative to your competitors, how does your business unit perform in generating sales revenue?
Relative to your competitors, how does your business unit perform in market share?
 
 
13. Please check one of the box for statement that reflects the nature of your company


1. Below 50 2. 50-100 3. 101-200 4. 201-300 5. 301-400 6. 401-500 7. More than 500
How many employees work for your company?
 
 
14. Please check one of the box for statement that reflects the nature of your company



1. Less than 1 year 2. 1-3 years 3. 4-6 years 4. 7 - 9 years 5. 10-12 years 6. 13-15 years 7. More than 15 years
In average, how many years your key salespersons have been working with your company?
 
 
15. Please check one of the box for statement that reflects the nature of your company


1. None 2. Less than 10 % 3. 11-30 % 4. 31-50 % 5. 51-70 % 6. 71-90 % 7. 91-100 %
What is the percentage of your salesperson that holds engineering or technical degree?