Read “Leadership Challenge: That Sale Was Expensive, I Think” on pages 401-402 and answer the following questions:
⦁ You are Barry Jefferson. What do you believe would be important to discuss in a meeting with Grace Hart about the sales costs at Digital Dimension?
⦁ What information would you need to know to estimate the cost of making a sales call at the company?
⦁ If you were Grace Hart, what questions would you ask Barry Jefferson about implementing a cost analysis.
Evaluating performance is more than just deciphering numbers
⦁ Explain the difference between performance and effectiveness.
⦁ Identify objective measures of salesperson performance, both output and input