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Question
Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.The sales managers and director of sales need to evaluate sales production levels. The company's policy has been to compare each sales representative's sales to their sales the previous year. Which of the following is the strongest argument for changing this method of evaluation?
A) Sales representatives do not always sell the same amount each year.
B) Sales representatives should not be evaluated by the amount that they sell.
C) Changes in products or prices can change sales amounts, so yearly figures are not comparable.
D) Because of the product life cycle, amounts should be compared quarter to quarter, not year to year.
E) Comparisons should be made to the group as a whole, not to individuals themselves.
Answer
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