Which of the Following Statements Concerning Performance Management Is False

question 97

Multiple Choice

Which of the following statements concerning performance management is false?

• A) Salespeople are compensated on the value of their contributions to the organization's success.
• B) Salespeople assume responsibility for their careers.
• C) Sales managers act as partners in the performance appraisal process.
• D) Its goal is ultimately to improve organizational performance by finding new and better ways to satisfy customers.
• E) Sales managers create development plans for salespeople to follow.

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Definitions:

Self-Serving Bias

The tendency to attribute one’s successes to internal causes and one’s failures to external causes.

Carl Jung

A Swiss psychiatrist and psychoanalyst who founded analytical psychology and contributed significantly to the understanding of the human psyche.

Extraversion/Introversion

Personality traits indicating the extent to which individuals are outgoing and social or reserved and solitary.

Perception

The process of organizing, interpreting, and making sense of sensory information.