An Accurate Generalization About Evaluating Sales Force Performance Is That

question 1

Multiple Choice

An accurate generalization about evaluating sales force performance is that:

• A)Management should use as many bases as possible when appraising performance.
• B)Qualitative bases for evaluation should not be used because they involve subjective judgement and personal biases.
• C)In the evaluation process,salespeople should not be allowed to rate themselves.
• D)The most useful bases for evaluating all salespeople are gross margin and net profit.
• E)None of these is correct.

---

Definitions:

Point-of-purchase Display

Marketing or advertising materials placed at retail store locations to catch consumer interest and stimulate impulse buying.

Cognitive Dissonance

The mental discomfort experienced by an individual who holds contradictory beliefs, values, or attitudes, especially in relation to behavioral decisions and attitude change.

Alternative Evaluation

The stage in the consumer decision-making process where potential options are assessed and compared based on criteria like price, quality, and features.

Purchase Outlet

A specific place, whether physical or online, where consumers can buy goods or services.