Which of the following statements regarding the use of outcome-based and behavior-based perspectives in the evaluation of salesperson performance is false?
A) A review of current practice indicates a tendency toward a behavior-based perspective.
B) Most sales organizations operate somewhere between the two extreme positions.
C) The relative emphasis on outcome-based and behavior-based measures depends upon environmental, firm, and salesperson considerations.
D) A salesperson's performance on post-sale service is considered a behavior-based measure.
E) Unethical activities that produce immediate sales may result from a totally outcome- based perspective.

Question

Quizplus · Accepted Answer

Behavior-based perspectives focus on the salesperson's activities and behaviors, such as their level of effort, the strategies they employ, and how they interact with customers. Outcome-based perspectives, on the other hand, focus on the results achieved, such as sales volume, revenue, or market share. The statement that a review of current practice indicates a tendency toward a behavior-based perspective is false because there has been a significant shift towards outcome-based measures due to their ease of quantification and the direct link to organizational goals.

Which of the Following Statements Regarding the Use of Outcome-Based