This Method of Salesperson Performance Evaluation Has Been Described as Having

question 112

Multiple Choice

This method of salesperson performance evaluation has been described as having problems related to the "halo effect":

• A) graphic rating/checklist method.
• B) ranking methods.
• C) management by objectives (MBO).
• D) behaviorally anchored rating scales (BARS).
• E) assessment center method.

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Definitions:

Vertical Coordination

The management and integration of activities or operations across different levels within an organization or supply chain.

Lateral Structures

Organizational configurations that emphasize an equal distribution of power and a more horizontal approach to management and communication.

External Environment

The conditions, entities, events, and factors surrounding an organization that influence its activities and choices, but are beyond its control.

Sociopolitical Environment

The division of the environment that includes the combined influence of societal and political factors affecting an organization or individual.