If the Performance Evaluations That Salespeople Receive Are Based Solely

question 73

Multiple Choice

If the performance evaluations that salespeople receive are based solely on sales revenue to the exclusion of other important factors, the performance management system suffers from

• A)criterion contamination.
• B)lack of reliability.
• C)criterion deficiency.
• D)organizational politics.

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Definitions:

Market Segmentation

The process of dividing a target market into smaller, more defined categories of consumers who share similar characteristics and buying preferences.

Brand Loyalty

The tendency of consumers to continuously purchase one brand's products over another, influenced by positive experiences, satisfaction, and perceived value.

Consumer Behaviour

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.

Point of Purchase

The location or moment at which a transaction occurs, often referring to retail environments where purchasing decisions are made.