Using the behavior-based measurement approach to salesperson performance, sales managers:
A) monitor and direct the activities of salespeople.
B) use subjective measures of salesperson behavior.
C) emphasize a compensation system with a large fixed component.
D) consider the knowledge and presentation skills of the salesperson.
E) all of the answer choices.
Correct Answer:
Verified
Q12: Salespersons tend to have a high level
Q13: Effective sales training:
A)builds the confidence and motivation
Q14: The geographical sales organization structure presents which
Q15: The primary objective of the organizational selling
Q16: The sales resource grid indicates that a
Q18: Sales managers use a variety of measures
Q19: A _ sales organization is especially appropriate
Q20: By organizing its sales force around retailing,
Q21: The second phase of for selecting key
Q22: Motivation to perform is thought to be
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