When attempting to use the diagnostic information provided by salesperson-evaluation methods the major difficulty is in
A) reviewing the performance of each individual salesperson against each relevant criterion.
B) attempting to summarize the results across all salespeople being supervised.
C) isolating the specific causes of low performance.
D) determining which salespeople are not meeting their sales quotas.
E) making determinations as to the levels of performance that must be met to deserve special recognition and rewards.

Question

Quizplus · Accepted Answer

Isolating specific causes of low performance is challenging because many factors can influence a salesperson's performance, including external market conditions, internal company issues, and personal circumstances, making it difficult to pinpoint exact reasons for underperformance.

When Attempting to Use the Diagnostic Information Provided by Salesperson-Evaluation