Both Behavior-Based and Outcome-Based Measures Are Used by Sales Managers

question 23

Multiple Choice

Both behavior-based and outcome-based measures are used by sales managers to evaluate salesperson performance. When the system is outcome-based, the sales manager:

• A)employs objective measures (sales results, market share gains) to evaluate performance.
• B)directly monitors the activities of salespeople.
• C)uses subjective measures of salesperson performance.
• D)emphasizes a compensation system with a large fixed component.
• E)measures the self-esteem and verbal intelligence of each salesperson.

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Definitions:

Electronic Goods

Electronic goods encompass consumer and industrial products that operate on electrical power, including gadgets, appliances, and computing devices.

Natural Resources

Naturally occurring items, including minerals, woodlands, aquatic sources, and fertile earth, that can be leveraged for financial gains.

Financial Institutions

Organizations that provide financial services, such as banks, credit unions, insurance companies, and investment firms.

Capital

Financial assets or the financial value of assets, such as factories and machinery, essential for producing goods and services.