This document is partially blurred.
Unlock all pages and 1 million more documents.
Get Access
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
Trusted by Thousands of
Students
Here are what students say about us.
Resources
Company
Copyright ©2022 All rights reserved. | CoursePaper is not sponsored or endorsed by any college or university.