Behavioral measures of performance are usually more effective for salaried work forces.
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Q16: One specific sales breakdown is usually sufficient
Q17: Once performance standards are set, the next
Q18: Sales and cost data can be combined
Q19: According to the iceberg principle, 20 percent
Q20: The 80-20 principle suggests that marketing efforts
Q22: The development of Behavioral Observation Scales (BOS)
Q23: Territorial sales data can seldom be a
Q24: In a cost and profit analysis, the
Q25: One significant problem with successful implementation of
Q26: Contribution margin minus direct fixed selling costs
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