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:

Amygdala

A region of the brain within the temporal lobe, associated with experiencing emotions, particularly fear and aggression.

Brain

The organ located in the skull responsible for central nervous system functions, including thought, emotion, and sensory processing.

External Attributions

The process of explaining someone's behavior by attributing it to situational factors outside the individual.

Rational Judgments

Decisions or opinions formed based on logic, reason, and factual analysis rather than emotions or intuition.