The Advantage a Performance Matrix Is

question 15

Multiple Choice

The advantage a performance matrix is:

• A) its ability to explain the activities of sales representatives.
• B) its ability to clarify accomplishments of the sales force on one clear-cut dimension.
• C) it directs the sales manager to which performance measures are most appropriate for the review process.
• D) a and c of the above.
• E) b and c of the above.

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Definitions:

Social Regulations

The rules and norms established by a society that govern behavior and processes within that society.

Moral Rules

Guidelines for behavior that are considered right and wrong within a society or group, often based on ethical beliefs.

Decision Making

The cognitive process of selecting a course of action from among multiple alternatives.

Autobiographical Memory

The aspect of memory concerned with recollecting personal experiences and events from one's own life.