The More a Salesperson Performance-Evaluation System Is Outcome-Based Than Behavior-Based

question 51

True/False

The more a salesperson performance-evaluation system is outcome-based than behavior-based the more likely salespeople are to sell smarter rather than harder.

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Definitions:

Ideal Standards

Benchmarks used in managerial accounting that represent optimal levels of performance under perfect operating conditions.

Normal Standards

Benchmarks or norms established for a business process or operation that are considered to be a typical or expected level of performance.

Total Manufacturing Cost Variance

The difference between actual manufacturing costs and the standard costs of those manufactured items.

Direct Labor Cost Variance

The difference between the budgeted or standard cost of direct labor and the actual cost incurred, used in variance analysis for cost control.