Reliability, 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

Reliability refers to the consistency and stability of a measurement instrument or evaluation process over time. It is important that the measures used in salesperson performance evaluation are stable and exhibit internal consistency, meaning that they consistently measure what they are intended to measure. This ensures that the evaluations are accurate and trustworthy, and can be used to make important decisions related to salesperson compensation, training, and development. Choices A, C, and E are not specific to reliability, but rather refer to other aspects of performance evaluation. Choice B is related to the accuracy of the measure, but does not specifically address reliability.

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