Sales Chapter 13 1 Recognition Attractive Reward Because Makes The Salespersons Peers And Superiors Aware What

Document Type
Test Prep
Book Title
Contemporary Selling: Building Relationships-- Creating Value 5th Edition
Authors
Greg W. Marshall, Mark W. Johnston
1 The way the reward structure is implemented in a sales organization is through the
compensation plan.
(A) True
(B) False
2 Evaluating the performance of a salesperson is all about the sales manager attributing
causes of that performance.
(A) True
(B) False
3 Recognition is an attractive reward because it makes the salesperson’s peers and superiors
aware of what the salesperson accomplished.
(A) True
(B) False
4 When using incentive plans, shorter intervals between performance and rewards increase
the motivating power of the plan.
(A) True
(B) False
5 In combination sales compensation plans, the incentive portion should be relatively large if
nonselling activities are an important part of the job.
(A) True
(B) False
6 The sales compensation system least consistent with relationship selling is straight
commissions.
(A) True
(B) False
7 Subjective measures typically rely on personal evaluations, generally gathered via direct
observation.
(A) True
(B) False
8 No single measure can fully capture the scope of salesperson effectiveness.
(A) True
(B) False
9 It is important to involve salespeople directly in all phases of the performance appraisal
process.
(A) True
(B) False
10 A key issue in evaluating the performance of salespeople is distinguishing among the
concepts of behavior, performance, and effectiveness.
(A) True
(B) False

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