Which of the following leads to greater organizational commitment by the salespeople?
A)An evaluation system that emphasizes sales results.
B)An evaluation system that emphasizes sales behaviors.
C)An evaluation system that emphasizes sales volumes.
D)An evaluation system that emphasizes sales dollars.
E)None of these.

Question

Quizplus · Accepted Answer

An evaluation system that emphasizes sales behaviors is more likely to lead to greater organizational commitment by the salespeople as it focuses on the salesperson's effort and behavior rather than simply the results. This shows that the organization values and rewards good sales practices and encourages salespeople to develop and improve their skills, leading to greater motivation and commitment. Emphasizing only sales results, volumes or dollars may lead to a focus on short-term goals rather than building long-term relationships and may lead to burnout or disengagement in the sales force.

Which of the Following Leads to Greater Organizational Commitment by the Salespeople