The Criteria for Sales Evaluations Have Changed to Include Customer

question 132

Multiple Choice

The criteria for sales evaluations have changed to include customer satisfaction,profit contribution,and customer retention as measures of success.This change was motivated by:

• A)complaints from upper-level management about the cost of commission-based compensation programs.
• B)difficulty in recruiting competent employees because of the variability of sales personnel's compensation.
• C)reluctance to encourage sales personnel to develop new accounts.
• D)an increasingly long-term orientation that results from greater quality management and customer relationship building efforts.

Differentiate between training and development and their impact on employee and organizational growth.

Comprehend the approach and significance of conducting an organizational needs analysis.

Recognize the role of a supportive training climate in enhancing the transfer of training.

Understand the aspects and importance of socialization in aligning employees with organizational culture and ethics.

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Definitions:

Task Expectations

The anticipated or prescribed outcomes and standards associated with a particular job or assignment.

Workflow Independence

The ability of processes or tasks to be carried out autonomously, without direct dependence on other workflows.

Open Disagreements

Situations where individuals or groups openly express opposing viewpoints or conflicts, often seen as a healthy way to address and resolve differences in the workplace.

Horizontal Conflict

Disagreements or discord occurring among individuals or groups at the same level within an organization.