Reference: 03-01 A Supervisor Receives Regular Information About a Sales Employee's Performance

question 194

Essay

Reference: 03-01
A supervisor receives regular information about a sales employee's performance (e.g. sales volume, incomplete paperwork, etc.) and must complete a performance appraisal of the person's work. The supervisor has a complete description of the employee's job but has never worked in the field as a sales representative. Moreover, the super relatively new to this job and therefore has little experience observing or appraising the performance of salespeople.
-What corrective action should the organization take to minimize this attribution error?

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Definitions:

Compensation

Payment or benefits provided to employees in exchange for their services or to make amends for loss or injury.

Sales Commissions

Payments made to sales personnel, often calculated as a percentage of the sales they generate.

Unethical Sales Practices

Business methods that are deceptive, manipulative, or otherwise morally dubious, aimed at persuading customers to make purchases.

CEO's Salaries

The compensation awarded to chief executive officers of corporations, often comprising a mix of salary, bonuses, shares, and other benefits.