Standardization, as a characteristic of salesperson performance evaluation methods, can be defined as
A) the need for the measurement instruments and evaluation process to be similar throughout the sales organization.
B) the ability of the measure to provide accurate assessments of the criteria they are intended to measure.
C) the ability of the measure to meet the needs of the sales organization.
D) the need for the measures to be stable over time and exhibit internal consistency.
E) the need for both sales managers and salespeople to understand the entire performance-appraisal process and to be able to implement the process in a reasonable amount of time.

Question

Quizplus · Accepted Answer

Standardization refers to the need for consistency in the measurement instruments and evaluation process throughout the sales organization. This ensures that all salespeople are evaluated using the same criteria and methods, which enhances the fairness and reliability of the evaluation process.

Standardization, as a Characteristic of Salesperson Performance Evaluation Methods, Can