Abstract
A new method of personnel evaluation and control, Behaviorally Anchored Rating Scales (BARS), is designed to express sales jobs in terms of actual behaviors desired by managers. The scales help bridge the communications gap between the sales manager and his sales force. A five stage development procedure is presented whereby managers develop the dimensions, standards and behaviors of importance in evaluating personnel. BARS is a method for evaluating and motivating salesmen, which impacts on employee orientation, training and development, performance appraisal and review, and promotion decisions.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
