Salespeople Should Be Evaluated and Rewarded Only for Those Activities

question 25

Multiple Choice

Salespeople should be evaluated and rewarded only for those activities and outcomes that

• A)generate the most income.
• B)increase the number of customers.
• C)fall under their control.
• D)reduce manufacturing costs.
• E)cut into competitors' sales.

Apply basic concepts of probability and statistics to interpret survey or sample data.

Develop skills to communicate statistical findings effectively.

Understand the differences between groups and teams.

Recognize the types and functions of different team structures within organizations.

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Definitions:

Causal Attribution

The process of evaluating the causes of behaviors and events, attributing them to internal or external factors.

Global Assumption

Broad, generalized beliefs that individuals hold about themselves, others, and the world, which shape their perceptions and behaviors.

Degradation

The act or process of degrading or being degraded, often referring to a reduction in dignity, respect, or reputation.

Catharsis

Expression of emotions connected to memories and conflicts, which, according to Freud, leads to the release of energy used to keep these memories in the unconscious.