The need to address profitability criteria in salesperson performance evaluation is especially important in periods of slow sales growth and high competitive pressure.
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Q99: Most companies consider salespeople who make 70
Q100: It is possible for two salespeople to
Q101: The selling expenses over which salespeople have
Q102: Net profit dollars is a profitability criterion.
Q103: "Number of orders secured" is a profitability
Q105: The characteristic "job relatedness" means that the
Q106: Performance evaluation methods should be designed to
Q107: The characteristic "comparability" means that the results
Q108: "Reliability" refers to the fact that measures
Q109: The graphic rating/checklist evaluation method is popular
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