A Behavior-Based Perspective to Evaluating and Controlling Salesperson Performance

question 30

Multiple Choice

A behavior-based perspective to evaluating and controlling salesperson performance

• A) focuses on objective measures of results.
• B) has very little monitoring or directing of salespersons by sales managers.
• C) incorporates complex and often subjective assessments of salesperson characteristics.
• D) may lead to a focus on short-term outcomes.
• E) minimizes activities related to customer relationships.

---

Definitions:

Recommendations

Suggestions or advice given based on analysis or expertise aimed at guiding decisions or actions.

Buffer

In communication, a neutral or positive statement used to mitigate the impact of a following negative message.

Indirect Approach

A communication strategy that addresses the main point or request after providing background information, often used to soften the impact.

Opening

The initial part or phase of an event, activity, or period of time, often setting the tone for what follows.