Validity in the Salesperson Evaluation Method Is Necessary Because It

question 47

Multiple Choice

Validity in the salesperson evaluation method is necessary because it ensures that

• A) the measurement instruments and evaluation process will be similar throughout the sales organization.
• B) the performance evaluation method will be designed to meet the needs of the sales organization.
• C) the measures provide accurate assessments of the criteria they are intended to measure.
• D) the measures will be stable over time and exhibit internal consistency.
• E) the evaluation methods will be capable of detecting differences in the performance of individual salespeople.

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Definitions:

Detection

The action or process of identifying the presence of something concealed or the discovery of an entity through observation.

Decision

The process of making a choice or finding a solution among several available options.

Signal-Detection Methods

Statistical and methodological techniques used to determine the ability to differentiate between information-bearing patterns and random patterns that distract from the information.

Thresholds

Points or levels at which something starts or changes, often used in context with physiological or psychological responses.