Which of the Following Statements Regarding the Use of Outcome-Based

question 95

Multiple Choice

Which of the following statements regarding the use of outcome-based and behavior-based perspectives in the evaluation of salesperson performance is false?

• A) A review of current practice indicates a tendency toward a behavior-based perspective.
• B) Most sales organizations operate somewhere between the two extreme positions.
• C) The relative emphasis on outcome-based and behavior-based measures depends upon environmental, firm, and salesperson considerations.
• D) A salesperson's performance on post-sale service is considered a behavior-based measure.
• E) Unethical activities that produce immediate sales may result from a totally outcome- based perspective.

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Definitions:

Program Implementation

The process of putting a planned program into action or practice in a real-world setting.

Organizational Aspects

Organizational aspects refer to the structural, cultural, and functional attributes and dynamics within an organization that influence its operations, effectiveness, and approach to achieving its goals.

Outcome Evaluation

Assessment focused on understanding the results or impacts of a program or initiative, often examining whether intended outcomes were achieved.

Long-Term Outcome Objectives

Goals intended to assess the impact or results of a project over an extended period.