Sales Managers Use a Variety of Measures to Evaluate Salesperson

question 16

Multiple Choice

Sales managers use a variety of measures to evaluate salesperson performance. When the measurement system is behavior-based, the sales manager:

• A)employs objective measures to evaluate performance.
• B)emphasizes a compensation system with a large incentive component.
• C)monitors and directs the activities of salespeople.
• D)indirectly supervises salesperson activities.
• E)measures the self-esteem of each salesperson.

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Definitions:

Physical Health

The condition of an individual's body, including the absence of disease and the functioning of physical systems.

Internals

Refers to individuals who primarily see themselves as responsible for the outcomes of their actions and events in their lives, often associated with a high internal locus of control.

Cautious

Characterized by a desire to avoid risks and potential problems, showing carefulness and prudence in actions and decisions.

Externally Oriented

Focusing on the external environment and external stimuli rather than internal thoughts and feelings.