Validity in the Salesperson Evaluation Method Is Necessary Because It

question 47

Multiple Choice

Validity in the salesperson evaluation method is necessary because it ensures that

• A) the measurement instruments and evaluation process will be similar throughout the sales organization.
• B) the performance evaluation method will be designed to meet the needs of the sales organization.
• C) the measures provide accurate assessments of the criteria they are intended to measure.
• D) the measures will be stable over time and exhibit internal consistency.
• E) the evaluation methods will be capable of detecting differences in the performance of individual salespeople.

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Definitions:

Senior Person

An individual holding a higher-level position or rank within an organization or group.

Special Role

A unique or specific function that an entity, individual, or group is expected to perform within a certain context.

Negotiation Evolves

The process by which negotiation strategies and tactics develop over time to address changing circumstances and interactions.

Payoffs

The benefits or rewards reaped as a result of making certain choices or pursuing certain actions.