Sales Performance Diagnostic Tool
Dear Sir/Madam,
We invite you to complete this sales performance diagnostic tool. Completed surveys will be provided with a feedback report which compares your company’s response to our database of Australian companies.
Purpose
This diagnostic tool examines the relationships between the performance of the salesforce and the influence on the effectiveness of the sales function in organisations.
Our aim is to develop an ongoing broad benchmark for salesforce performance metrics that can be applied across a range of business sectors.
The survey should take approximately 15 minutes to complete, and can be undertaken at your convenience. Your involvement in this study is voluntary. All responses will be strictly confidential.
Only validated businesses would be added to our database i.e. bonafide operating business. Your participation will enable our database to be expanded.
If you would like to contact the researchers about any aspect of this study, please contact:
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Mr. Richard Laney on mobile: 0409 397 820
Hanny Nasution, PhD, email: Hanny.Nasution@buseco.monash.edu.au
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Mr. Bill Pickett on mobile: 0408 390 558
For more information about this research, please review the Explanatory Statement.
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Explanatory Statement
September 2007
Re: Salesforce Performance and Sales Organisation Effectiveness
My name is Ken Grant and I am an Associate Professor in the Department of Marketing at Monash University. I invite you to participate in a research project to examine the relationships between the performance of the salesforce and the influences on the effectiveness of the sales function in organisations. The research is being conducted with my colleagues, Mr. Richard Laney, Dr Hanny Nasution, and Mr. Bill Pickett.
Your contribution to this study is greatly appreciated, and should allow us to answer questions related to: “How does the performance of the salesforce and the market orientation of the firm contribute to business performance?” The aim of the study is to develop a benchmark for salesforce performance metrics that can be applied across a range of business sectors.
The study involves an online survey using a questionnaire, which should take 10-15 minutes to complete, and can be undertaken at your convenience.
Your involvement in this study is voluntary and you are under no obligation to participate. However, if you do consent to participate, you may withdraw at any time prior to the questionnaire being submitted. All information collected is strictly confidential and findings from this research will be reported on an aggregate level only. In other words, individuals or organisations will not be identified. This research will remain the property of Monash University and no person other than the researchers will have access to the information provided by you. Data will be retained in the Department of Marketing, Monash University for at least five years. The results of the study will be published in the form of journal articles and conference presentations.
We can provide you with a report showing your responses in comparison to the distribution of responses we have received from all the aggregate responses to date. In addition, we can indicate where you need to take any action to improve your performance.
If you would like such a report, please indicate below and ensure you complete Section G Question 1 of the survey.
If you would like to be informed of the aggregate research findings or if you would like to contact the researchers about any aspect of this study, please contact the Chief Investigator: Associate Professor Ken Grant on telephone 613 9903 2316, facsimile: 613 9903 2900, or email: Ken.Grant@buseco.monash.edu.au.
Should you have a complaint concerning the manner in which this research (Project#: 2005/931) is being conducted, please contact:
Human Ethics Officer
Standing Committee on Ethics in Research Involving Humans (SCERH)
Building 3e Room 111, Research Office, Monash University VIC 3800
Telephone: +613 9905 2052 Fax (61-3) 9905 1420
Email: SCERH@adm.monash.edu.au.
Yours faithfully,
Associate Professor Ken Grant
Department of Marketing, Monash University
PO Box 197, Caulfield East, Victoria 3145, Australia
Telephone: 03 9903 2316 Fax: 03 9903 2900
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Research Team Background
Ken Grant is an Associate Professor in the Department of Marketing at Monash University, Australia. His areas of research have been centred around the marketing interface with SME’s and the evaluation/performance measurements of sales and salesforces. He has co-presented papers and authored in a number of articles related to sales, SME’s and marketing strategy.
Richard Laney has considerable experience in facilitation workshops, business planning and improving marketing performance and productivity in medium sized, high growth businesses. Since 1993, Richard has been a Sessional Lecturer in Strategic Marketing at the Department of Marketing at Monash University.
Bill Pickett specialises in strategic and business planning and implementation for small and medium sized enterprises. Bill has been a Sessional Lecturer at the Department of Marketing at Monash University since 1986. Over the last six years he has specialised in the capstone unit “Case Studies in Strategy”.
Hanny Nasution holds PhD in Marketing; and she is a Researcher in the Department of Marketing at Monash University. Her research interests include marketing strategy and productivity, market orientation, customer value, tourism/hospitality marketing, and sales management. Her research works are being published in the European Journal of Marketing, and International Journal of Hospitality Management.
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There are 28 questions in this survey.