Ans the 2nd question by following the table. 1st question answer it by following the case given below. Please Dont copy from anywhere and use your own knowledge.
CASE STUDY 4-3 Choosing a Performance Measurement Approach at Paychex, Inc. The following job description is for an account executive at companies, then that account executive is expected to attend Paychex, Inc. (www.paychex.com). Paychex, Inc., is a leading retail trade shows and professional meetings to identify national provider of payroll, human resources, and benefits potential clients and to stay current with the issues facing the outsourcing solutions for small- to medium-sized businesses. retail industry. Paychex is headquartered in Rochester, New York, but the company has more than 100 offices and serves hundreds of ACCOUNT EXECUTIVE JOB RESPONSIBILITIES thousands of clients nationwide. Because account executives often make sales calls individually, their managers do not Performing client needs analysis to ensure that the always directly observe their performance. Furthermore, man- major market services product can meet a client's agers are also responsible for sales in their markets and for requirements and expectations. staying up-to-date on payroll laws. However, account execu- Establishing clients on the host processing system. tives are responsible for training new account executives Acting as primary contact for the client during the and networking in the industries in which they sell products. conversion process. For example, if an account manager is responsible for retail Supporting clients during the first few payrolls. Completing the required documentation to turn the client over to customer service for ongoing support Scheduling and making client calls and, when necessary, supporting sales representatives in presales efforts. Keeping abreast of the major market services system and software changes, major changes and trends in the PC industry, and changes in wage and tax law. 1. Based on the above description, assess whether Paychex should use a behavior approach, a results approach, or a combination of both to measure performance. 2. Using the accompanying table as a guide, place check marks next to the descriptions that apply to the job of account executive. Explain why you chose the approach you did. Behavior approach to measuring performance is most appropriate when the link between behaviors and results is not obvious outcomes occur in the distant future poor results are due to causes beyond the performer's control Results approach to measuring performance is most appropriate when workers are skilled in the necessary behaviors behaviors and results are obviously related results show consistent improvement over time there are many ways to do the job right
