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

question 40

Multiple Choice

Usefulness, 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 provide information that is valuable to sales managers in making various decisions.
• D) the need for the measures to be stable over time and exhibit internal consistency.
• E) the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

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Definitions:

Interpersonal Relationships

The connections and interactions between individuals or groups.

Affirmative Action Programs

Initiatives aimed at increasing opportunities for historically disadvantaged groups by encouraging diverse recruitment and selection processes.

Discriminatory Practices

Behavior or actions that unfairly differentiate, exclude, or restrict individuals or groups based on certain characteristics, such as race, gender, age, or religion.

Legal Standpoint

A perspective or position based on laws and legal principles.