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.