Sales Management Research Study
Research Overview and Consent Form:
I am conducting a research study in order to better understand how Sales Managers choose various forms of salesforce supervisory practices. The results of this study could provide sales managers with a useful diagnostic tool to aid in managerial decision-making, leading to increased levels of salesforce performance, motivation, and organizational commitment.
You are invited to take part in this project and I would be happy to send you an executive summary of the research findings. If you decide to do this, you will be asked questions as to how you currently monitor, evaluate, compensate, and trust your salespeople. The average length of time it takes to complete this survey is about 15 minutes.
Participation in this project is entirely up to you and if you do take part, you may stop at any time. Your individual responses will be confidential. By submitting this survey you are giving your consent to participate in this research project.
If you want to know more about this research project, please contact me at 419-530-4737 or [email protected].
Thank you very much for your time and support. Please start with the survey now by clicking on the Continue button below.
Michael L. Mallin, Ph.D.
Department of Marketing and International Business
The University of Toledo
What are the measures that you use to evaluate your salespeople?
(Check all the boxes that apply).
What kind of information do you receive from your salespeople?
(Check all the boxes that apply).
Approximately what percentage of your salespeople's cash compensation comes from fixed salary? (Fill in a number between 0 and 100)
One salesperson is on average responsible for about how many accounts annually?
(Fill in the number of accounts)
One salesperson is on average responsible for a customer base of about how much annual revenue? (Fill in a dollar amount)
Outcome measures (such as overall sales) precisely represent the actual effort of my salespeople
One can precisely infer each of my salesperson's actual individual selling effort from the outcome measures (such as overall sales)
There are many factors beyond the control of my salespeople that influence the selling outcome
It is possible for me to closely supervise my salespeople
It is difficult for me to evaluate how much effort my salespeople really put into this job
I travel so much that close supervision of my salespeople is impossible
Your competitors introduce competitive new products/services/offers often
Your company's selling environment (i.e., technology, intensity of competition, etc.) changes quickly
The intensity of competition in your market (segment) is high
How many salespeople directly report to you? (Fill in the number of salespeople) How many of your salespeople have worked for you for: (fill in each box)
How many of your salespeople are: (fill in each box)
Does your salesforce sell to (check all that apply):
How would you classify the industry for the products/services that you sell (check all that apply): |
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