Performance Matrices Can Provide a Useful Way to Review Behavior

question 17

Multiple Choice

Performance matrices can provide a useful way to review behavior and results achieved by salespeople, but:

• A) the matrices are difficult to construct.
• B) the matrices can only illustrate one dimension at a time.
• C) the matrices are not easily read and understood.
• D) the matrices cannot be used to make career path recommendations.
• E) none of the above.

---

Definitions:

Directive Behavior

A management approach where specific commands, instructions, or directions are given to employees to guide their actions and decisions.

Johari Window

A model that describes the relationship between self-disclosure and self-awareness, used in understanding interpersonal communication and relationships.

Unknown Area

A subject matter, place, or situation that is not known or familiar.

Open Area

A spacious and unenclosed zone that is accessible and often used for communal activities or gatherings.