Complete This Sentence

question 38

Multiple Choice

Complete this sentence. The more a salesperson performance evaluation system is behavior-based than outcome-based

• A) the less likely that risk-averse salespeople will be attracted, nurtured, and retained.
• B) the more salespeople will have reduced levels of intrinsic motivation.
• C) the less salespeople identify with and feel committed to the sales organization.
• D) the less the need for using pay as a control mechanism.
• E) the more likely salespeople will reject the authority of sales management.

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Definitions:

Commissions

Payments made to employees or agents based on the sales they generate or the deals they complete, often a percentage of the sale price.

Breach

The act of violating a law, duty, or agreement, which can result in legal consequences or termination of the contract.

General Rules of Contract

Fundamental principles that govern the formation, interpretation, and enforcement of contractual agreements.

Capacity

The legal capability to understand the terms of a contract and to be held accountable for its obligations, or the maximum output or production ability of a facility.