The Most Common Sales Force Evaluation Practices Are for Sales

question 101

Multiple Choice

The most common sales force evaluation practices are for sales managers to compare a salesperson's performance with other salespeople operating under similar selling conditions, or to compare

• A)the size of sales territories.
• B)selling expenses by various members of the sales force.
• C)the amount of new business generated.
• D)current performance with past performance.
• E)the ratio of costs to profits.

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Definitions:

Self-Serving Bias

The common tendency to attribute successes to personal characteristics and failures to external factors, often to maintain self-esteem.

Actor-Observer Effect

The tendency to make internal attributions for the behavior of others and external attributions for our own behavior.

External Attributions

The process of attributing the cause of one's own or others' behavior to external factors, such as the situation or other people, rather than to internal characteristics.

Self-Affirmation Theory

The idea that people respond less defensively to threats to one aspect of themselves if they think about another valued aspect of themselves.