Answer:
1. To ensure that compensation and other reward disbursements are consistent with actual performance
2. To identify salespersons who needs to be promoted
3. To identify salespersons who should be fired/terminated
4. To determine the specific training and counseling needs of individual
5. To provide information for effective human resource (Succession) planning
6. To identify criteria that can be used to recruit and select salespersons in the future
7. To advise salespersons of work expectations
8. To motivate salespersons
9. To help salespersons set their career goals
10. To enhance effective communications between salesperson and sales manager
Explanation:
How each purpose affects the performance evaluation process
1. To ensure that compensation and other reward disbursements are consistent with actual performance
Compensation and rewards affects the performance and it should be on the merit.
2. To identify salespersons who needs to be promoted
Promotion shall be given on the basis of evaluation
3. To identify salespersons who should be fired/terminated
Termination should be on the basis of performance evaluation
4. To determine the specific training and counseling needs of individual
Training shall be provided on the basis of evaluation
5. To provide information for effective human resource (Succession) planning
Succession planning should be on the basis of performance evaluation so that the exceptional performers must be retained,
6. To identify criteria that can be used to recruit and select salespersons in the future
It helps in understanding the factors that will be useful to recruit and select salespersons
7. To advise salespersons of work expectations
On the basis of evaluation, it will be decided to communicate the work expectations
8. To motivate salespersons
It will help in understanding the factors which motivate the salespersons
9. To help salespersons set their career goals
Salespersons will understand about their future and set their career goals.
10. To enhance effective communications between salesperson and sales manager
It will help to communicate effectively about the expectations of salesperson and sales manager and better coordination
