When using a hybrid approach that combines outcome-based and behavior-based criteria, sales managers should choose criteria that embody the following characteristics:
A) criteria that focus on the most important features of the sales job
B) criteria provide a complete picture of the salesperson's performance
C) criteria are generally controllable by the salesperson
D) all the above

Question

Quizplus · Accepted Answer

A hybrid approach should encompass all these characteristics to effectively evaluate a salesperson's performance, ensuring that the criteria are relevant, comprehensive, and within the salesperson's control.

When Using a Hybrid Approach That Combines Outcome-Based and Behavior-Based