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The respondents' who strongly agree and agree were grouped together, as well as those who
disagree and strongly disagree. Table 4 shows that:
Ÿ most of the respondents (62.5 % of key account managers, 81.3% of sales agents Type A and 78.3 % of sales agents Type B) felt they understood how their performance was measured, with 62.5% agreeing to the statement
Ÿ 50% of Type A sales agents felt that they did not need help from other people to meet the requirements of their job.
Ÿ most sales agents (100% of Type A and 83.6% of Type B) and only a third of the key account managers agreed with the statement that their own performance influences the performance of other salespeople with whom they work in the supply chain.
TABLE 4: RESPONDENTS' OWN PERFORMANCE Statements Key account managers
B25: I clearly understand how my performance is measured.
B26: I can meet the requirements of my job without any help from other people.
B27: My performance influences the performance of sales agents.
Sales agents: Type A
B25: I clearly understand how my performance is measured.
B26: I can meet the requirements of my job without any help from other people.
B27: My performance influences the performance of key account managers.
Statements Sales agents: Type B
B25: I clearly understand how my performance is measured.
B26: I can meet the requirements of my job without any help from other people.
B27: My performance influences the performance of key account managers.