A behavior-based perspective to evaluating and controlling salesperson performance
A) focuses on objective measures of results.
B) has very little monitoring or directing of salespersons by sales managers.
C) incorporates complex and often subjective assessments of salesperson characteristics.
D) may lead to a focus on short-term outcomes.
E) minimizes activities related to customer relationships.

Question

Quizplus · Accepted Answer

A behavior-based perspective emphasizes the evaluation of salesperson characteristics, which can be complex and subjective, rather than solely focusing on sales outcomes.

A Behavior-Based Perspective to Evaluating and Controlling Salesperson Performance