Using the Behavior-Based Measurement Approach to Salesperson Performance,sales Managers

question 68

Multiple Choice

Using the behavior-based measurement approach to salesperson performance,sales managers:

• A)monitor and direct the activities of salespeople.
• B)use subjective measures of salesperson behavior.
• C)emphasize a compensation system with a large fixed component.
• D)consider the knowledge and presentation skills of the salesperson.
• E)all of the above

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Definitions:

Physical Attractiveness

A characteristic that encapsulates what is generally considered appealing, engaging, or aesthetically pleasing in a person's appearance.

Attractive People

Individuals who are generally considered pleasing or appealing to look at by societal standards.

Less Attractive

The subjective evaluation of an individual or item as being less appealing, desirable, or pleasing in appearance compared to others.

Fundamental Attribution Error

The tendency to overemphasize personality traits and underestimate situational factors when explaining others' behaviors.