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:

Arthropods

are invertebrates with exoskeletons, segmented bodies, and jointed appendages, including insects, arachnids, and crustaceans.

Jointed Appendages

Body parts that are segmented or divided into joints, enabling movement, characteristic of arthropods.

Soft Exoskeleton

A flexible external covering or support structure found in some organisms, providing protection and structural support while allowing movement.

Earthworm

A type of invertebrate animal known for its role in aerating soil and breaking down organic material into fertile humus.