A Behavior-Based Perspective to Evaluating and Controlling Salesperson Performance

question 30

Multiple Choice

A behavior-based perspective to evaluating and controlling salesperson performance

• A) focuses on objective measures of results.
• B) has very little monitoring or directing of salespersons by sales managers.
• C) incorporates complex and often subjective assessments of salesperson characteristics.
• D) may lead to a focus on short-term outcomes.
• E) minimizes activities related to customer relationships.

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Definitions:

Data

Quantitative or qualitative values of variables or sets of information, often used for analysis or decision-making.

Value for Z

typically relates to statistic or math, representing a specific value within a standardized normal distribution, often used in significance testing.

Marginal Utility

The extra pleasure or benefit gained from using one more unit of a product or service.