Usefulness, as a Characteristic of Salesperson Performance Evaluation Methods, Can

question 40

Multiple Choice

Usefulness, as a characteristic of salesperson performance evaluation methods, can be defined as

• A) the need for the measurement instruments and evaluation process to be similar throughout the sales organization.
• B) the ability of the measure to provide accurate assessments of the criteria they are intended to measure.
• C) the ability of the measure to provide information that is valuable to sales managers in making various decisions.
• D) the need for the measures to be stable over time and exhibit internal consistency.
• E) the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

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Definitions:

Supply Curve

A graphical representation showing the relationship between the price of a good and the quantity of that good that suppliers are willing to offer for sale, holding all else constant.

Highly Inelastic

Describes a situation where demand or supply shows little to no response to changes in price, often due to the lack of close substitutes.

Highly Elastic

Describes a market situation where demand or supply of a good or service is very sensitive to changes in price.

Excise Tax

A tax imposed on the sale of specific goods and services, such as fuel, tobacco, and alcohol.