Managing Sales Performance Through a Comprehensive Performance Appraisal System

Abstract

To date, no single performance appraisal technique lends itself to all the purposes to which performance appraisals should De applied, is impervious to the errors that confound appraisals, is legally defensible, and readily accepted by subordinates. Since the various performance appraisals possess different strengths and weaknesses, the authors, by combining Management by Objectives, Behavioral Observation Scales, and Forced Choice Ratings, have proposed an evaluation system that meets the above-mentioned criteria.