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

question 47

Multiple Choice

Using the behaviour-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:

Assumptions

Beliefs or ideas taken for granted without proof, often serving as a basis for further reasoning or arguments.

Phenomena

Observable events or occurrences that can be investigated scientifically.

Theory

A set of principles on which the practice of an activity is based or an explanation of the principles of phenomena.

Confirmation Bias

A cognitive bias that involves favoring information that confirms previously existing beliefs or biases.