SM_OUTLINE_CHAPTER16

SM_OUTLINE_CHAPTER16 - CHAPTER 16 EVALUATION OF...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
CHAPTER 16 EVALUATION OF SALESPEOPLE'S PERFORMANCE I. II. PERFORMANCE APPRAISAL--WHAT ARE THEY? A. Performance Appraisal – a formal, structured system of measuring and evaluating a salesperson's activities and performance. B. The Purposes And Importance Of Performance Appraisals 1. The following are the more important reasons: a. Compensation b. Development c. Feedback d. Goals e. Legal Compliance f. Motivation g. Penalties h. Personnel i. Planning j. Promotion k. Training C. Evaluate And Develop For Motivation To Higher Performance III. PERFORMANCE APPRAISAL'S RELATIONSHIP TO BEHAVIOR A. Performance Level – results from a combination of the individual's effort and ability. IV. PERFORMANCE APPRAISAL PROCESSES AND PROCEDURES
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
A. Who Should Evaluate Salespeople? 1. Performance Development Review – a formal evaluation conducted to determine how well an individual, group, or territory is performing and that focuses on developing and improving performance. B.
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 4

SM_OUTLINE_CHAPTER16 - CHAPTER 16 EVALUATION OF...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online