Asked by saran batiste on Sep 23, 2024
Verified
A sales manager who was trying to rank fourteen salespeople was having trouble because two of her salespeople had more than $100,000 in sales, three had less than $30,000 in sales, and the rest fell in the middle. What method would you recommend the sales manager use if she wants to use a norm-referenced appraisal?
A) forced distribution
B) graphics rating scale
C) absolute standard
D) behaviorally anchored rating scale
E) direct index approach
Norm-Referenced Appraisal
An evaluation method comparing an individual's performance or characteristics to the norm of a larger group.
Forced Distribution
A performance evaluation method where employees are ranked in accordance with a predetermined distribution curve, often leading to a fixed number of employees in categories like high, medium, and low performers.
Salespeople Ranking
The process of evaluating and ordering sales staff according to their sales performance or achievements.
- Gain insight into the multiple methods of performance assessment and their specific qualities.
Verified Answer
LS
Lwandile S'bahle1 day ago
Final Answer :
A
Explanation :
The forced distribution method is a norm-referenced appraisal method that requires the evaluator to distribute employees into predetermined categories, such as the top 10% or bottom 20%. This method is particularly useful when there is a wide range of performance levels among employees, as in the case of the salespeople described. By using forced distribution, the sales manager could rank her salespeople based on their performance relative to one another, rather than on an absolute standard.
Learning Objectives
- Gain insight into the multiple methods of performance assessment and their specific qualities.