When a manufacturer thoroughly evaluates only those channel members whose sales figures are unusually out of line,it is using:
A) Marginal evaluation.
B) Evaluation by exception.
C) Comparative evaluation procedures.
D) Outlier evaluation.
E) High variance evaluation.

Question

Quizplus · Accepted Answer

Evaluation by exception is the process of focusing on specific channel members whose performance is markedly different from the expected norm. It is an efficient way for manufacturers to identify and address issues with their sales channels by targeting the outliers rather than evaluating all members equally.

When a Manufacturer Thoroughly Evaluates Only Those Channel Members Whose