Complete this sentence. The more a salesperson performance evaluation system is behavior-based than outcome-based
A) the less likely that risk-averse salespeople will be attracted, nurtured, and retained.
B) the more salespeople will have reduced levels of intrinsic motivation.
C) the less salespeople identify with and feel committed to the sales organization.
D) the less the need for using pay as a control mechanism.
E) the more likely salespeople will reject the authority of sales management.

Question

Quizplus · Accepted Answer

When a salesperson performance evaluation system is behavior-based rather than outcome-based, there is less need for using pay as a control mechanism. Instead, the focus is on rewarding and incentivizing specific behaviors that lead to desired outcomes. This can lead to a more motivated and committed sales force. The other options suggest negative consequences of a behavior-based system, but they are not necessarily true.

Complete This Sentence