Samantha is a key account manager of an advertising firm. During quarterly appraisals, she evaluates the performance of individuals comprising the sales force of the firm. She is usually a person who appreciates the efforts of sales people in gaining prospects, irrespective of whether the results are favorable or not. As an effort-driven manager, she is likely to value efforts over results and therefore Samantha is more likely to:

Question

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Samantha values efforts over results, so she is likely to focus on the number of complaints handled, which reflects the effort put in by the sales force to address customer issues.

Samantha Is a Key Account Manager of an Advertising Firm