Both behavior-based and outcome-based measures are used by sales managers to evaluate salesperson performance. When the system is outcome-based, the sales manager:
a. employs objective measures (sales results, market share gains) to evaluate performance.
b. directly monitors the activities of salespeople.
c. uses subjective measures of salesperson performance.
d. emphasizes a compensation system with a large fixed component.
e. measures the self-esteem and verbal intelligence of each salesperson.
Answer: A