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

question 67

True/False

The more a salesperson performance-evaluation system is behavior-based than outcome-based, the more committed to the sales organization salespeople will be.

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Definitions:

Rebound Effect

The phenomenon in which the symptoms of a condition reappear or worsen after stopping or reducing treatment, often seen in medication use.

Problem-Solving Theory

A theoretical framework that focuses on the processes involved in discovering, analyzing, and solving problems.

Activation-Synthesis Theory

A theory of dreaming that suggests dreams are the result of the brain's attempt to make sense of neural activity that occurs during sleep, particularly during REM sleep phases.

Neural-Overflow Theory

A theory suggesting that the brain handles information overload by allocating excess information to neighboring neural areas.