Asked by Patrick Sandquist on Sep 23, 2024
Verified
In the chapter opening vignette "Managing Human Resources at Frito-Lay", dissatisfaction with the sales performance criteria initially used to measure the success of route sales representatives lead to the restructuring of the criteria to include:
A) input-based measures
B) trait-based measures
C) results-based measures
D) behavioral-based measures
E) multiple criteria measures
Sales Performance Criteria
Standards or metrics used to evaluate and measure the effectiveness and outcomes of sales activities.
Behavioral-Based Measures
Assessment techniques that evaluate an individual's actions or behaviors, often used to assess job performance or psychological traits.
Restructuring
The act of reorganizing the legal, ownership, operational, or other structures of a company to make it more profitable or efficient.
- Comprehend the basics of formulating effective performance and individual goals consistent with company strategies.
Verified Answer
RS
Ravneet singh6 days ago
Final Answer :
E
Explanation :
The restructuring of the sales performance criteria at Frito-Lay to include multiple criteria measures was due to dissatisfaction with the initial criteria. This approach allowed for a more comprehensive evaluation of route sales representatives by considering various aspects of their performance, rather than focusing solely on one type of measure.
Learning Objectives
- Comprehend the basics of formulating effective performance and individual goals consistent with company strategies.