Media Case Study: Sales Force Survey Assignment

Sales Force Survey
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Course
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SalesForce Survey
Analyzing and understanding a company’s sales force is a vital element in measuring organizational success. In an operational environment, strengthening the sales force is prioritized, bearing the reliance of organizations on such an index. However, the analyses must be conducted with care and precision to deliver the required outcomes. A business entity should have a clear understanding of its key performance indicators and the return on investment on each indicator. The challenge arises when indicators cannot be ascertained quantitatively. The Primus case study gives an insight into some of the challenges that organizations undergo in streamlining their communication platforms to achieve their targets. In the salesforce survey, the emphasis is put on the different satisfaction indices by both the sales managers and sales representatives and their implications on the different key performance indicators of budgeting to the communication faction of the organization.
The Degree of Phrasing the Questions
The questions are phrased mildly to achieve specific outcomes. In the survey, the questions seem to be structured to befit specific answers. The questions are closed-ended, and the survey does not open avenues for extensive tabulations. Closed-ended questions are not appropriate for such a survey for various reasons. Principally, they can only give 50% of the information needed. That is, the survey in such cases is not structured to accommodate the necessary details. The questions are structured in such a manner that a respondent with little knowledge or little opinion can still have an input. For instance, when asked about the value of the company’s intranet, a sales representative would rate it at 7, even when he/she barely retrieve information. The other reasons why the questions are not phrased effectively include the little response choices offered as respondents can only reply with a barely representative rating and suggestions of ideas with which respondents bear little understanding.
The survey further performs dismally in measuring attitudes. Adequate understanding and attitude measurements are executed through the content of the questions and how they are phrased. The validity of the outcomes is primarily dependent on the quality of the instrument. A 2 x 2 experimental design study concluded that rating attitudinal items on the Likert scale with items framed in positive valence delivers measurable attitudinal scores as opposed to negative valence indicators. The questions employed to explore attitudes on the usability of specific services tend to showcase biases. The responses are also normally located at the center of the scales for respondents to avoid the extremes of agreement or disagreement. To that extent, it is arguable that the questions are not phrased and structured to limit biases in measuring attitudes.
There are four factors that the survey should have taken into consideration in its attempt to develop effective outcomes in measuring attitudes through a Likert scale. When looking at the results, barely are sales managers or respondents wade into the extremes of the questions. The survey indicates 38% of sales ...