Salesperson

SALES FORCE QUESTIONNAIRE

ABOUT YOUR ORGANIZATION

1. Please indicate the extent you feel the following values describe your current employer company using a scale from 1 (does not describe my employer at all) to 7 (describes my employer very well).

ABOUT YOUR EXPERIENCES

2. Please indicate your levels of agreement or disagreement with the following statements using a scale from 1 (strongly disagree) to 7 (strongly agree).

NOTE: “I” refers to you.

3. For the following questions, consider yourself in relation to sales colleagues within your company. Please indicate your levels of agreement or disagreement with the following statements.

4. Consider your performance relative to other salespeople in your company:

ABOUT YOUR CURRENT SALES POSITION

5. The following questions deal with your opinions toward your current job. Please indicate your levels of agreement or disagreement with the following statements.

6. In your current sales position, how frequently have you used the following sales tactics over the past four months?

7. These items refer to your current job and company. Respond to the following statements based on how much you agree with each.

8. Please respond to the following items concerning your job search behavior. Each pair of phrases presents two opposite opinions about your behavior. One may match your opinion exactly or your true opinion may be somewhere in between. For each pair of items, mark the space that is closest to your true opinion.

9. Check one of the 5 passages below that most closely describes the strategy of your firm.

Business Strategy 1: These businesses are frequently the first-to-market with new product or service concepts. They do not hesitate to enter new market segments where there appears to be an opportunity. These businesses concentrate on offering products that push performance boundaries. Their proposition is an offer of the most innovative product, whether based on dramatic performance improvement or cost reduction.

Business Strategy 2: These businesses are seldom "first-in" with new products or services or to enter emerging market segments. However, by carefully monitoring competitors' actions and customers' responses to them, they can be "early-followers" with a better targeting strategy, increased customer benefits, or lower total costs.

Business Strategy 3: These businesses attempt to maintain a relatively stable domain by aggressively protecting their product-market position. They rarely are at the forefront of product or service development; instead they focus on producing goods or services as efficiently as possible. These businesses generally focus on increasing share in existing markets by providing products at the best prices.

Business Strategy 4: These businesses attempt to maintain a relatively stable domain by aggressively protecting their product-market position. They rarely are at the forefront of product or service development; instead they focus on providing superior levels of service or product quality. Their prices are typically higher than the industry average.

Business Strategy 5: These businesses do not appear to have a consistent product-market orientation. They primarily act to respond to competitive or other market pressures in the short term.

10. Please respond to the following items by selecting the description that best makes the statement true.

11. Please tell us a bit about yourself and your colleagues:

1. What percentage of sales quota did you earn last year? % Not Applicable

2. Gender: male female

3. Race: White Black or African American Asian Other single race Two + races

4. Hispanic or Latino Ethnicity: yes no

5. Education: Some High School High School Graduate Some College

College Graduate Some Graduate work Graduate Degree

6. Age:

7. Percent of your colleagues that are: Male: % Female: %

8. Percent of your colleagues that are:

White: % Black or African American: %

Asian: % Other single race: % 2+ races: %

9. Percent of your colleagues with:

Some High School % High School Graduate %

Some College % College Graduate %

Some Graduate % Graduate Degree %

10. Typical age-range of colleagues < 25 26 – 35 36 – 45 46 – 55 > 55

11. How long have you been working for this company? years

12. What percent of your colleagues have been with the company for:

0-5 yrs % 6-10 yrs %

11-15 yrs % 15+ yrs %

13. What is the name of the company where you are currently employed:

(Please note: This survey is entirely confidential and anonymous. We are asking the company name so that we can get some descriptive information about the company. We will not provide anyone or any company with individual responses to survey questions. If you would like more information or a copy of any studies that we publish with this information, please contact Dr. Beverly Wright, East Carolina University, wrightb@ecu.edu , or Dr. Amy McMillan-Capehart, East Carolina University, mcmillancapeharta@ecu.edu .)

Please provide any additional comments you may have regarding your perception of the salesperson position or the relationship between salespersons and their firms:

THANK YOU VERY MUCH FOR YOUR TIME

If you would like to be entered in a drawing please submit your email address:

Characteristic	*Does not* describe my current employer company at all**				Describes my current employer company very well
Team oriented	1	2	3	4		5	6	7
People oriented	1	2	3	4		5	6	7
Fair	1	2	3	4		5	6	7
Supportive	1	2	3	4		5	6	7
Collaborative	1	2	3	4		5	6	7
Individually demanding	1	2	3	4		5	6	7
Competitive	1	2	3	4		5	6	7

Statement	Strongly Disagree				Strongly Agree
In the last six months, I have been extremely involved with other new recruits in common, job related training activities	1	2	3	4		5	6	7
This organization puts all newcomers through the same set of learning experiences	1	2	3	4		5	6	7
I have been through a set of training experiences which are specifically designed to give newcomers a thorough knowledge of job related skills	1	2	3	4		5	6	7
I did not perform any of my normal job responsibilities until I was thoroughly familiar with departmental procedures and work methods.	1	2	3	4		5	6	7
Almost all of my colleagues have been supportive of me personally.	1	2	3	4		5	6	7
My colleagues have gone out of their way to help me adjust in this organization.	1	2	3	4		5	6	7
There is a clear pattern in the way one role leads to another or one job assignment leads to another in this organization.	1	2	3	4		5	6	7
The steps in the career ladder are clearly specified in this organization.	1	2	3	4		5	6	7
I am gaining a clear understanding of my role in this organization from observing my senior colleagues.	1	2	3	4		5	6	7
I have received little guidance from experienced organizational members as to how I should perform my job.	1	2	3	4		5	6	7
I can predict my future career path in this organization by observing other people’s experiences.	1	2	3	4		5	6	7
The way in which my progress through this organization will follow a fixed timetable of events has been clearly communicated to me.	1	2	3	4		5	6	7

Statement	Strongly Disagree				Strongly Agree
I try very hard to improve my sales skills continuously.	1	2	3	4		5	6	7
I spend a lot of time learning new approaches for dealing with customers.	1	2	3	4		5	6	7
I put in a great deal of effort to learn new selling approaches	1	2	3	4		5	6	7
I am always learning something new about my customers.	1	2	3	4		5	6	7
My professional views in general reflect the customary perspective in this industry	1	2	3	4		5	6	7
My colleagues have gone out of their way to help me adjust in this organization.	1	2	3	4		5	6	7
I use unconventional ideas to solve problems	1	2	3	4		5	6	7
My approach to managing customer relationships is radically different from my colleagues	1	2	3	4		5	6	7
I reach out to people in other departments of the company to help me solve customer problems	1	2	3	4		5	6	7

Statement	Far Below Average				Far Above Average
How effective were you in closing sales last year	1	2	3	4		5	6	7
How effective were you at bringing in new business last year	1	2	3	4		5	6	7
Your overall performance last year was	1	2	3	4		5	6	7
Overall, how would you rank as a salesperson compared with all other salespeople in your company	1	2	3	4		5	6	7

Statement	Strongly Disagree				Strongly Agree
I consider my job unpleasant	1	2	3	4		5	6	7
I know the rules and regulations associated with my job	1	2	3	4		5	6	7
I feel very well satisfied with my present job	1	2	3	4		5	6	7
I definitely dislike my work.	1	2	3	4		5	6	7
I know what's considered appropriate behavior in my company	1	2	3	4		5	6	7
I find real enjoyment in my work	1	2	3	4		5	6	7
I am often bored with my job	1	2	3	4		5	6	7
Most days, I am enthusiastic about my work	1	2	3	4		5	6	7
I know what's considered important to my company	1	2	3	4		5	6	7
I am pleased with my current job situation	1	2	3	4		5	6	7
I talk about my company to my friends as a great place to work	1	2	3	4		5	6	7
I know "how things are done" at my workplace	1	2	3	4		5	6	7
I would leave my company for a 15 percent raise doing the same job at another company	1	2	3	4		5	6	7
I am proud to be part of the company that I work for	1	2	3	4		5	6	7
I feel strongly attached to my company	1	2	3	4		5	6	7
I am willing to sacrifice to make this company successful	1	2	3	4		5	6	7

Statement	Never				Always
I stated that a customer would stop receiving preferential treatment if my proposals were ignored.	1	2	3	4		5	6	7
I advised that I would stop doing business with a customer if my requests where not followed.	1	2	3	4		5	6	7
I threatened to become uncooperative if a customer failed to agree to my demand(s).	1	2	3	4		5	6	7
I indicated that I could make "things difficult" for a customer if my specific requests were not met.	1	2	3	4		5	6	7
I promised to give something back for complying with my request (e.g., discounts, quicker delivery).	1	2	3	4		5	6	7
I offered additional benefits to a customer after he or she had initially been reluctant to agree to my terms.	1	2	3	4		5	6	7
I offered to provide incentives to a customer for agreeing to my purchase request(s).	1	2	3	4		5	6	7
I offered a specific deal for a customer to change his or her position on certain issues.	1	2	3	4		5	6	7

I will probably still be working for this company one year from now.		I will probably not be working for this company one year from now.
I have applied for another job in the last six months.		I have not applied for another job in the last six months.
I intend to leave this company within the next 18 months.		I do not intend to leave this company within the next 18 months.
I am not actively looking for another job.		I am actively looking for another job.

Statement	Not at all				Completely
a. To what degree do your values, goals, and personality 'match' or fit this organization and the current employees in this organization?	1	2	3	4		5	6	7
b. To what degree do your values and personality prevent you from `fitting in' this organization because they are different from most of the other employees' values and personality in this organization?	1	2	3	4		5	6	7
c. Do you think the values and 'personality' of this organization reflect your own values and personality?	1	2	3	4		5	6	7
d. Is this company a good match for you?	1	2	3	4		5	6	7
e. Does this company measure up to the kind of company you would like to work for?	1	2	3	4		5	6	7
f. Are you similar to your coworkers?	1	2	3	4		5	6	7

Statement	Strongly Disagree				Strongly Agree
All employees here are held accountable for their actions	1	2	3	4		5	6	7
Employees here act first to further the customers’ interests	1	2	3	4		5	6	7
All people always get treated justly here	1	2	3	4		5	6	7
Employees here are truly committed to high moral standards in their treatment of others	1	2	3	4		5	6	7
Supervisors treat men and women equally	1	2	3	4		5	6	7
Supervisors here are truly committed to high moral standards in their treatment of others	1	2	3	4		5	6	7
I prefer an individual evaluation to a team evaluation	1	2	3	4		5	6	7
I’ve seen other employees do things that bother me from a moral standpoint	1	2	3	4		5	6	7
Some of the employees here do things that I feel are unethical	1	2	3	4		5	6	7
Generally, employees here simply act to protect their own self-interests	1	2	3	4		5	6	7
Employees here have performed unethical acts	1	2	3	4		5	6	7
Employees do things here to first protect him/herself from criticism	1	2	3	4		5	6	7
Employees here sometimes take revenge out on customers	1	2	3	4		5	6	7
If I spent a lot of time thinking about how morally right everyone is treated here, I would be really stressed out	1	2	3	4		5	6	7
Employees acting unethically for personal gain are punished	1	2	3	4		5	6	7

Statement	Strongly Disagree				Strongly Agree
Employees acting unethically for company gain are punished	1	2	3	4		5	6	7
Being a loyal employee means the company always comes first	1	2	3	4		5	6	7
My supervisor emphasizes teamwork	1	2	3	4		5	6	7
Employees here are encouraged highly to “up-sell” customers	1	2	3	4		5	6	7
Employees here are required to be very aggressive in making suggested sales or selling add-ons	1	2	3	4		5	6	7
Customers here are sometimes encouraged to buy something that does not best fit their needs	1	2	3	4		5	6	7
Supervisors are punished for acting dishonestly in any way	1	2	3	4		5	6	7
My morals are different than those of this company	1	2	3	4		5	6	7
My behavior on the job is just as ethical as is my behavior away from work	1	2	3	4		5	6	7
This company stands for integrity	1	2	3	4		5	6	7