Discriminability, as a Characteristic of Salesperson Performance Evaluation Methods, Can

question 26

Multiple Choice

Discriminability, as a characteristic of salesperson performance evaluation methods, can be defined as

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

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Definitions:

Raw Materials Purchases

The total cost of raw materials bought by a company for production purposes during a specific time frame.

Cash Balance

Represents the amount of cash a company has on hand or in its bank accounts at any given time.

Cash Receipts

The total amount of money received by a business or individual within a given period through transactions or other forms of payment.

Cash Disbursements

Payments made in cash or cash equivalents, covering various expenses such as salaries, supplies, and other operational costs.