Question

Which of the following statements regarding the use of outcome-based and behavior-based perspectives in the evaluation of salesperson performance is false?

current practice indicates a tendency toward a
behavior-based perspective.organizations operate somewhere between the two extreme positions.e emphasis on outcome-based and behavior-based measures
depends upon environmental, firm, and salesperson consideraon's performance on post-sale service is considered a
behavior-based measure

Answer 1

Current practice indicates a tendency toward a behavior-based perspective.

Step-by-step explanation:

There are two main ways in which a salesman can be evaluated. First, we can take a behaviour-based approach, in which a person's skills are the main concern. We can also take an outcome-based approach in which the number of sales is the main concern. Most companies are located somewhere in the middle of these two approaches. However, a possible complication of the outcome-based approach is that it could encourage unethical practices.