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:

Open-Ended Questions

Questions that cannot be answered with a simple "yes" or "no," encouraging more detailed and informative responses.

Narrative Information

Information conveyed or documented in a structured story or account, often used in patient care or clinical settings.

Enhance Rapport

The process of building a positive relationship or improving communication between individuals, often used in therapeutic, clinical, or professional contexts.

Language Barrier

A lack of mutual understanding due to differences in languages or dialects between communicators.