Both Behavior-Based and Outcome-Based Measures Are Used by Sales Managers

Multiple Choice

Both behavior-based and outcome-based measures are used by sales managers to evaluate salesperson performance. When the system is outcome-based, the sales manager:

A) employs objective measures (sales results, market share gains) to evaluate performance.
B) directly monitors the activities of salespeople.
C) uses subjective measures of salesperson performance.
D) emphasizes a compensation system with a large fixed component.
E) measures the self-esteem and verbal intelligence of each salesperson.