According to the Text, All the Following Should Be Done

question 13

Multiple Choice

According to the text, all the following should be done when using performance information to identify potential problems where salespeople need to improve for better performance in the future except

• A) evaluate salespeople against relevant performance criteria.
• B) compare salesperson evaluations to identify problem areas.
• C) investigate problem areas to identify causes of performance problems.
• D) report problem areas to top management.
• E) determine sales management actions to eliminate causes of future problems and to solve existing problems.

Understand the physiological and cognitive aspects of the human emotional process.

Describe the role of the nervous system in regulating emotions.

Evaluate the reliability and implications of polygraph tests in detecting lies.

Explain how goal setting and self-regulation influence personal achievement and behavior.