Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
10 Cards in this Set
- Front
- Back
|
A question that drives successful compensation plans is:
|
Which method is most appropriate for motivating specific types of selling activities?(B)How much of total compensation should be earned through incentives? Incorrect(C)What is the best mix of financial and nonfinancial compensation and incentives for motivating the sales force?(D)All of the choices are correct. |
|
|
When determining salaries of salespeople, it is usually a function of: |
experience competence sales managers judgement all of the choises are correct |
|
|
Julia is trying to decide which types of incentives to offer her sales force. Julia has two basic choices, __________ or _____________. |
commissions ; bonuses |
|
|
Sales commissions are usually based on: |
dollar amount or sales volume |
|
|
A ___________ is paid for achieving a set level of performance, while a __________ is paid for each sale. |
Bonus ; commission |
|
|
Ray has just reached his annual quota which will earn him a: |
Bonus |
|
|
Tim is re-assessing the quotas for his sales force. His basic choice in setting quotas is to base them on: |
sales volume profitability of sales account servicing all of the above |
|
|
____________ can be used to stimulate additional targeted sales effort, while __________ can be used to satisfy salespeople's security needs. |
contests ; benefits |
|
|
__________ can be used to motivate effort on nonselling activities, while ___________ can be used to motivate a high level of selling effort. |
salary ; commissions |
|
|
__________ can be used to provide additional rewards for top performers, while _____________ can be used to match competitive offers |
bonuses ; benefits |
