Chapter 11 MKT623

Definition of Behavior

• What people do; the tasks on which they expend effort

• Behavior evaluated in terms of its contribution to the goals of the organization

• Rely on personal evaluations by the sales manager and others

• Guard against tendency to overrate

Problems with subjective performance measurement

• •lack of outcome focus

  •poorly defined personality traits

• •job knowledge

  •customer and company relations

• •management of territory

  •sales results

What is Output measures

What is Input measures

What is 360 degree performance review

• Rate an employee on general success or failure over the whole period

• Base your rating in observed performance, not potential abilities

• •integrates feedback from external/internal customers, members of the sales team, sales manager, and sales person

  •provides the impetus for a more productive dialogue between the sales manager and salesperson at performance review time

• Rate an employee on general success or failure over the whole period