Outcome Bias Occurs When a Sales Manager

question 23

Multiple Choice

Outcome bias occurs when a sales manager:

• A) Allows the outcome of a mistake made by a salesperson to overly influence the his or her decision
• B) Allows the basis of a decision made by the manager to overly influence the salesperson
• C) Allows the basis of a decision made by a salesperson to overly influence the his or her decision
• D) Allows the input of a decision or a series of decisions made by a manager to overly influence the performance ratings made by the manager
• E) Allows the outcome of a decision or a series of decisions made by a salesperson to overly influence the performance ratings made by the manager

---

Definitions:

Demand

the quantity of a good or service that consumers are willing and able to purchase at different prices at a given time.

Part Satisfied

Partial fulfillment of a requirement, order, or need, where the entire demand is not completely met.

Retail Price

The price at which a product is sold to the end consumer by a retailer.

Optimal Order

The most efficient quantity of goods to order, balancing order costs with holding costs to minimize total inventory costs.