The Use of Outcome-Based Criteria in the Salesperson Performance Evaluation

question 9

True/False

The use of outcome-based criteria in the salesperson performance evaluation will facilitate the development of a professional, customer-oriented, committed, and motivated salesforce.

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Definitions:

Power-Dependence Framework

A theory emphasizing the relational aspect of power, suggesting that the power of entity A over entity B is dependent on B's reliance on A for resources or outcomes.

Micro-Macro Levels

A distinction in sociology between individual (micro) behaviors and broader social processes and structures (macro).

Normative Orientations

The attitudes, beliefs, and values that inform how individuals ought to behave in social contexts, often guiding moral or ethical decisions.

Differentiation

The process of becoming or making something different, in sociology, it refers to the development of increasingly specialized roles and institutions within a society.