The Results of Salesperson Performance Evaluations Can Be Used for All

question 59

Multiple Choice

The results of salesperson performance evaluations can be used for all these sales management purposes except to

• A) identify salespeople that might need to be terminated and to supply evidence to support the need for termination.
• B) identify salespeople that might be promoted.
• C) assess the adequacy of a firm's sales management process and to provide direction for improved performance and prescription for needed changes.
• D) ensure that compensation and other reward disbursements are consistent with actual salesperson performance.
• E) determine the specific training and counseling needs of individual salespeople and the overall salesforce.

---

Definitions:

Selection Processes

The methods or procedures used to choose individuals from a population based on specific criteria.

Antigenic Determinants

Specific regions on the surface of an antigen molecule to which antibodies or T-cell receptors bind.

Major Histocompatibility Complex

A set of cell surface molecules important for the immune system to recognize foreign molecules in vertebrates, aiding in antigen presentation.

MHC Class

Molecules on the surfaces of cells that help the immune system recognize foreign substances; they are categorized into class I and II, important for immune response.