Salespeople Performance Evaluation Criteria in India
Published: 2021
Author(s) Name: Ram Kumar Dhurkari |
Author(s) Affiliation: Assistant Professor in Indian Institute of Management Sirmaur, Himachal Pradesh, India
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Abstract
An empirical study is conducted
among 90 sales and marketing
managers in India to understand
the degree of importance given to
the top four criteria (and eight
sub-criteria) from the list used for
the performance evaluation of
salespeople in India. The top four
criteria are 1. Knowledge (Product
Knowledge and Competition
Knowledge) 2. Personal Characteristics
(Attitude and Initiatives)
3. Skills (Selling skills and Communication
skills) and 4. Self-management
(Judgement/Decisionmaking
ability and planning ability).
These four criteria are not
equally important for salespeople
performance evaluation. Personal
Characteristics and Skills received
higher mean weightage than
Knowledge and Self-Management.
Personal characteristics & soft
skills depend upon an individual’s
own capabilities and efforts, thus
receiving higher mean weightage.
Keywords: N.A.
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