Both Behavior-Based and Outcome-Based Measures Are Used by Sales Managers

question 23

Multiple Choice

Both behavior-based and outcome-based measures are used by sales managers to evaluate salesperson performance. When the system is outcome-based, the sales manager:

• A)employs objective measures (sales results, market share gains) to evaluate performance.
• B)directly monitors the activities of salespeople.
• C)uses subjective measures of salesperson performance.
• D)emphasizes a compensation system with a large fixed component.
• E)measures the self-esteem and verbal intelligence of each salesperson.

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Definitions:

Clearly Erroneous

A standard for review indicating that a decision was obviously incorrect or mistaken, often used in legal contexts.

Arbitration

A method of dispute resolution involving a neutral third party who makes a binding decision to resolve a dispute between two parties.

Complaint

The pleading made by a plaintiff alleging wrongdoing on the part of the defendant; the document that, when filed with a court, initiates a lawsuit.

Court

A governmental institution authorized to resolve legal disputes, enforce laws, and issue judgments.