Using the Behavior-Based Measurement Approach to Salesperson Performance, Sales Managers

question 61

Multiple Choice

Using the behavior-based measurement approach to salesperson performance, sales managers:

• A)monitor and direct the activities of salespeople.
• B)use subjective measures of salesperson behavior.
• C)emphasize a compensation system with a large fixed component.
• D)consider the knowledge and presentation skills of the salesperson.
• E)all of the answer choices.

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Definitions:

Honesty in Fact

A standard of conduct that denotes a sincere, honest intention or belief, without any intent to deceive.

Performing Duties

The act of carrying out responsibilities or tasks that are part of one's job or role.

Partial Deliveries

In commercial transactions, the act of delivering a portion of goods distinct from the total quantity stipulated in a contract, often subject to agreement by the involved parties.

Late Delivery

The act of failing to deliver goods or complete a service by the agreed-upon or expected time.