HRM3706
Assignment 2 Semester 2 2026
Unique number
Due date: 28 August 2026
QUESTION 1
1.1 Appropriate performance measuring approach
The most suitable approach for measuring a salesperson’s job is mainly the
behaviour approach, supported by relevant results where these are within the
salesperson’s control. The behaviour approach focuses on what an employee
actually does while performing the job and is useful when results may be affected by
factors outside the employee’s control, such as economic conditions, assigned sales
territory or the products available for sale (University of South Africa, 2017:65–66).
This matters in sales work because a salesperson can follow the correct sales
process, communicate well with customers and make a strong effort, but still fail to
close a sale because customers cannot afford the product or because market
conditions are poor.
Assignment 2 Semester 2 2026
Unique number
Due date: 28 August 2026
QUESTION 1
1.1 Appropriate performance measuring approach
The most suitable approach for measuring a salesperson’s job is mainly the
behaviour approach, supported by relevant results where these are within the
salesperson’s control. The behaviour approach focuses on what an employee
actually does while performing the job and is useful when results may be affected by
factors outside the employee’s control, such as economic conditions, assigned sales
territory or the products available for sale (University of South Africa, 2017:65–66).
This matters in sales work because a salesperson can follow the correct sales
process, communicate well with customers and make a strong effort, but still fail to
close a sale because customers cannot afford the product or because market
conditions are poor.
