After the New Year, Wael Schedules a Day to Travel

Multiple Choice

After the New Year, Wael schedules a day to travel with each of his sales reps. He presents them with their bonus checks from the preceding year. He confidentially shares with each of them a report that he recently received from top management. This report provides a comparison of regional performance, based upon percentage of quota met, for each quarter and the entire year. Additionally, individual salespeople are compared on a bar graph with their peers within the region and corporate-wide, for each quarter and the year. Finally, each employee is ranked on a percentile scale, indicating his or her relative performance for the year. Wael must provide management with a report offering reasons for poor performance and suggesting corrective actions. This is most representative of which performance evaluation technique?

A) Graphic rating scales
B) MBO
C) Multiperson comparison
D) Critical incident