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Title: In the sales performance literature, recent evidence suggests that a strict reliance on the ____ ... Post by: taysmith on Mar 1, 2018 In the sales performance literature, recent evidence suggests that a strict reliance on the ____ measurement approach may not produce the desired sales or marketing results because it has lulled some sales executives into thinking that important sales outcomes could be reasonably accomplished without intense management reinforcement.
A) esteem-based B) behavior-based C) satisfaction-based D) outcome-based E) none of the answer choices. Question 2 The emotional state that reflects the degree to which consumers and employees feel in control and able to act freely within the service environment is referred to as: A) pleasure-displeasure. B) arousal-nonarousal. C) approach-avoidance. D) dominance-submissiveness. E) cognitive-physiological. Question 3 One of the most successful and well-known tools of __________ segmentation is VALS developed by Strategic Business Insights. A) psychographic B) geographic C) demographic D) geoclustering E) emotional Question 4 Salespeople from noncompeting companies cannot be considered a source for getting leads. Indicate whether the statement is true or false Question 5 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. Question 6 The component of the SOR model that describes the recipient of the set of stimuli in the service encounter is: A) stimulus receiver. B) organism. C) organizations. D) responder. E) stimuli receptor. Question 7 What type of segmentation divides consumer markets into segments using individual factors such as gender, age, income, and education? A) psychographic segmentation B) demographic segmentation C) benefit segmentation D) behavioral segmentation E) lifestyle segmentation Title: In the sales performance literature, recent evidence suggests that a strict reliance on the ____ ... Post by: loco123 on Mar 1, 2018 D D A FALSE A B B Title: In the sales performance literature, recent evidence suggests that a strict reliance on the ____ ... Post by: taysmith on Mar 1, 2018 Thanks for your help <3
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