The _____ measurement approach of salesperson performance is best suited for the emerging emphasis on relationship selling.

Question

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The behavior-based measurement approach evaluates salesperson performance based on specific behaviors that are important for relationship selling, such as building rapport and trust with customers. This approach is more effective than outcome-based approaches because relationship selling relies on building long-term relationships with customers, not just making one-time sales. Esteem-based and satisfaction-based approaches tend to focus more on the salesperson's emotional state and less on actual behaviors, making them less effective for relationship selling.

The _____ Measurement Approach of Salesperson Performance Is Best Suited