In Order to Ensure That Salespeople Do Activities That Do

question 37

Multiple Choice

In order to ensure that salespeople do activities that do not directly contribute to either input or output goals,such as calling customers to provide service,managers should:

• A)turn those activities into input behaviors
• B)turn those activities into output behaviors
• C)give bonuses for the salespeople with the higher number of those activities each month
• D)penalize salespeople financially for not completing a minimum number of these activities each month
• E)codify these activities as part of the goal system salespeople are measured on

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Definitions:

Structured Interview

An interview format where each candidate is asked the same predefined set of questions, providing a consistent basis for evaluating their responses.

Transformational Leadership

A style of leadership where the leader works with teams to identify needed change, creating a vision to guide the change through inspiration.

Strengths-Based Selection System

A hiring approach that identifies candidates' strengths and matches them to job roles where those strengths can be optimally utilized.

Directive Management Style

A leadership approach that emphasizes clear instructions, close supervision, and top-down decision-making.