The Typical Approach to Performance Evaluation Incorporates Four Distinct Stages

question 35

Multiple Choice

The typical approach to performance evaluation incorporates four distinct stages. Which of the following is not one of the stages?

• A) The salesperson and sales manager discuss the salesperson's evaluation.
• B) The sales manager discusses the salesperson with others (e.g., customers, team members) who evaluated the salesperson.
• C) The sales manager rates the salesperson relative to predetermined criteria to determine whether he or she is above or below expectations.
• D) The salesperson's performance is reviewed relative to his or her previous performance evaluation.
• E) The sales manager and salesperson work together to specify training and resources needed for improvement.

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Definitions:

Modeling

The process of learning by observing and imitating the behavior of others.

Exposure Technique

A therapeutic method used in treating anxiety disorders that involves the gradual exposure of a patient to their feared object, situation, or thought without any danger, to overcome their anxiety.

Feared Object

An item or situation that triggers a phobic or intensely fearful response in an individual.

Flooding

A behavioral therapy technique used to treat phobias and anxiety disorders by exposing the patient to their fear object or context without any danger, in order to overcome their anxiety.