Asked by Michael Brazis on Jun 05, 2024
Verified
In the chapter opening vignette "Managing Human Resources at Frito-Lay", the performance criteria initially used to measure the success of route sales representatives were solely:
A) input-based
B) trait-based
C) results-based
D) behavioral-based
E) environmental-based
Sales Performance Criteria
The standards or benchmarks used to evaluate the effectiveness and outcomes of sales activities and efforts.
Route Sales Representatives
Individuals who sell, deliver, and merchandise products in a specific geographical area or route, often for food and beverage companies.
Input-Based
Relating to approaches or systems that focus on the resources or efforts expended, rather than the outcomes or results achieved.
- Acquire knowledge on the key principles of devising meaningful performance and personal targets that correlate with the strategic directions of corporate entities.
Verified Answer
AW
Alyce WilliamsJun 11, 2024
Final Answer :
C
Explanation :
The vignette states that the performance criteria used to measure the success of route sales representatives were solely results-based, focused on metrics such as sales growth, market share, and profit margins. This suggests that the success of the employees was primarily evaluated based on the outcomes they achieved, rather than their individual behaviors or traits, or the inputs they provided.
Learning Objectives
- Acquire knowledge on the key principles of devising meaningful performance and personal targets that correlate with the strategic directions of corporate entities.