Explain How a Salesperson's Performance Can Be Evaluated

question 187

Essay

Explain how a salesperson's performance can be evaluated.

Recognize the use of psychological testing in employment settings.

Understand the role of rating scales and validity scales in psychological assessments.

Recognize the application of personality testing in career counseling.

Identify the unique focuses of different personality tests.

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Definitions:

Attitude-Discrepant Behavior

Behavior inconsistent with an attitude that may have the effect of modifying an attitude.

Fundamental Attribution Error

A cognitive bias that leads individuals to attribute others' actions to their character or personality, while overlooking situational factors.

Dispositional Attribution

An assumption that a person’s behavior is determined by internal causes such as personal traits.

Maladaptive Behavior

Actions or tendencies that are counterproductive to oneself or to one's ability to adapt or interact in healthy ways within society or a given environment.