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

Question

Quizplus · Accepted Answer

The behaviour-based measurement approach focuses on the actions and behaviours of the salesperson, which is suitable for relationship selling as it emphasizes building and maintaining strong customer relationships through effective communication, problem-solving, and collaboration. This approach looks at the salesperson's actions rather than just the outcomes, which is significant in relationship selling where the salesperson's goal is to establish a long-term relationship with the customer rather than just making a single sale.

The _____ Measurement Approach of Salesperson Performance Is Best Suited