Question 1

One disadvantage of the performance bonus is that sales emphasis must be changed from period to period.

Accepted Answer

A) True 
 B)False

Question 2

When a sales manager assures salespeople that they fulfill a critical role in revenue production and other key activities within the company, he/she is offering this non-financial reward:

Accepted Answer

A)  opportunity for personal growth. 
B)  recognition for achievement. 
C)  sense of accomplishment. 
D)  job security. 
E)  job redesign. 
A)  opportunity for personal growth. 
B)  recognition for achievement. 
C)  sense of accomplishment. 
D)  job security. 
E)  job redesign.

Question 3

Social media and business communications tools foster teamwork.

Accepted Answer

A) True 
 B)False

Question 4

Combination pay plans usually feature commission as the major source of salesperson income.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is not one of the desired outcomes of an optimal reward system?

Accepted Answer

A)  Encourage specific activities which are consistent with the firm's overall marketing and salesforce objectives and strategies. 
B)  Provide a mix of both compensation and noncompensation rewards comparable to other firms. 
C)  Attract and retain competent salespeople, thereby enhancing long-term customer relationships. 
D)  Be clear and flexible enough to allow the kind of adjustments that facilitate administration of the reward system. 
E)  Provide an acceptable ratio of costs and salesforce output in volume, profit, or other objectives. 
A)  Encourage specific activities which are consistent with the firm's overall marketing and salesforce objectives and strategies. 
B)  Provide a mix of both compensation and noncompensation rewards comparable to other firms. 
C)  Attract and retain competent salespeople, thereby enhancing long-term customer relationships. 
D)  Be clear and flexible enough to allow the kind of adjustments that facilitate administration of the reward system. 
E)  Provide an acceptable ratio of costs and salesforce output in volume, profit, or other objectives.

Question 6

A salesforce reward system is one of the most important determinants of both short-and long-term sales performance.

Accepted Answer

A) True 
 B)False

Question 7

Compensation rewards might include all of the following except

Accepted Answer

A)  recognition. 
B)  bonus. 
C)  promotion. 
D)  task significance. 
E)  opportunity for personal growth. 
A)  recognition. 
B)  bonus. 
C)  promotion. 
D)  task significance. 
E)  opportunity for personal growth.

Question 8

Online incentive programs provide an opportunity to meet the diverse needs of resellers when attempting to motivate them.

Accepted Answer

A) True 
 B)False

Question 9

According to the text, which of the following is not one of the reward categories typically offered to salespeople?

Accepted Answer

A)  social interaction opportunities 
B)  recognition 
C)  sense of accomplishment 
D)  pay 
E)  promotion 
A)  social interaction opportunities 
B)  recognition 
C)  sense of accomplishment 
D)  pay 
E)  promotion

Question 10

It is difficult to determine an individual salesperson's contribution to overall team performance.

Accepted Answer

A) True 
 B)False

Question 11

This compensation plan offers less control over nonselling activities.

Accepted Answer

A)  straight salary. 
B)  salary plus a bonus. 
C)  a combination pay plan. 
D)  straight salary plus expenses. 
E)  straight commission. 
A)  straight salary. 
B)  salary plus a bonus. 
C)  a combination pay plan. 
D)  straight salary plus expenses. 
E)  straight commission.

Question 12

The importance of matching the abilities and needs of sales recruits to the ________ cannot be overstated.

Accepted Answer

A)  abilities and needs of the customer 
B)  requirements and desires of the company 
C)  requirements and rewards of the job 
D)  skills and requirements of the job 
E)  specifications and abilities of the company 
A)  abilities and needs of the customer 
B)  requirements and desires of the company 
C)  requirements and rewards of the job 
D)  skills and requirements of the job 
E)  specifications and abilities of the company

Question 13

Many sales contests are held to correct bad planning and poor sales performance.

Accepted Answer

A) True 
 B)False

Question 14

Noncompensation rewards include

Accepted Answer

A)  opportunities for promotion. 
B)  those rewards given for acceptable performance or effort. 
C)  any current spendable income. 
D)  insurance policies and/or retirement programs. 
E)  a supportive sales management leadership style. 
A)  opportunities for promotion. 
B)  those rewards given for acceptable performance or effort. 
C)  any current spendable income. 
D)  insurance policies and/or retirement programs. 
E)  a supportive sales management leadership style.

Question 15

Practicing a supportive leadership style is an example of a noncompensation reward.

Accepted Answer

A) True 
 B)False

Question 16

The most commonly used definitions of motivation include these three dimensions:

Accepted Answer

A)  intensity, degree, persistence. 
B)  severity, direction, perseverance. 
C)  persistence, intensity, direction. 
D)  instruction, degree, tenacity. 
E)  tenacity, persistence, direction. 
A)  intensity, degree, persistence. 
B)  severity, direction, perseverance. 
C)  persistence, intensity, direction. 
D)  instruction, degree, tenacity. 
E)  tenacity, persistence, direction.

Question 17

Performance bonuses may be offered in the form of cash or income equivalents such as merchandise or free travel.

Accepted Answer

A) True 
 B)False

Question 18

Opportunity for promotion is a highly valued award among salespeople.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is an advantage of a straight-commission compensation plan?

Accepted Answer

A)  Operating costs are minimized during slack selling periods. 
B)  They are highly flexible, allowing frequent changes in compensation practices to achieve short-term objectives. 
C)  They are attractive to college graduates desiring an opportunity to earn while they train. 
D)  The salesforce's loyalty to the company is enhanced. 
E)  Salespeople often adopt high-pressure, non-customer-oriented sales techniques which increase total sales. 
A)  Operating costs are minimized during slack selling periods. 
B)  They are highly flexible, allowing frequent changes in compensation practices to achieve short-term objectives. 
C)  They are attractive to college graduates desiring an opportunity to earn while they train. 
D)  The salesforce's loyalty to the company is enhanced. 
E)  Salespeople often adopt high-pressure, non-customer-oriented sales techniques which increase total sales.

Question 20

Formal recognition programs have a better chance of succeeding if sales managers publicize the program before it is implemented.

Accepted Answer

A) True 
 B)False

One disadvantage of the performance bonus is that sales emphasis must be changed from period to period.

When a sales manager assures salespeople that they fulfill a critical role in revenue production and other key activities within the company, he/she is offering this non-financial reward:

Social media and business communications tools foster teamwork.

Combination pay plans usually feature commission as the major source of salesperson income.

Which of the following is not one of the desired outcomes of an optimal reward system?

A salesforce reward system is one of the most important determinants of both short-and long-term sales performance.

Compensation rewards might include all of the following except

Online incentive programs provide an opportunity to meet the diverse needs of resellers when attempting to motivate them.

According to the text, which of the following is not one of the reward categories typically offered to salespeople?

It is difficult to determine an individual salesperson's contribution to overall team performance.

This compensation plan offers less control over nonselling activities.

The importance of matching the abilities and needs of sales recruits to the ________ cannot be overstated.

Many sales contests are held to correct bad planning and poor sales performance.

Noncompensation rewards include

Practicing a supportive leadership style is an example of a noncompensation reward.

The most commonly used definitions of motivation include these three dimensions:

Performance bonuses may be offered in the form of cash or income equivalents such as merchandise or free travel.

Opportunity for promotion is a highly valued award among salespeople.

Which of the following is an advantage of a straight-commission compensation plan?

Formal recognition programs have a better chance of succeeding if sales managers publicize the program before it is implemented.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 7: Motivation and Reward System Management

One disadvantage of the performance bonus is that sales emphasis must be changed from period to period.

When a sales manager assures salespeople that they fulfill a critical role in revenue production and other key activities within the company, he/she is offering this non-financial reward:

Social media and business communications tools foster teamwork.

Combination pay plans usually feature commission as the major source of salesperson income.

Which of the following is not one of the desired outcomes of an optimal reward system?

A salesforce reward system is one of the most important determinants of both short-and long-term sales performance.

Compensation rewards might include all of the following except

Online incentive programs provide an opportunity to meet the diverse needs of resellers when attempting to motivate them.

According to the text, which of the following is not one of the reward categories typically offered to salespeople?

It is difficult to determine an individual salesperson's contribution to overall team performance.

This compensation plan offers less control over nonselling activities.

The importance of matching the abilities and needs of sales recruits to the ________ cannot be overstated.

Many sales contests are held to correct bad planning and poor sales performance.

Noncompensation rewards include

Practicing a supportive leadership style is an example of a noncompensation reward.

The most commonly used definitions of motivation include these three dimensions:

Performance bonuses may be offered in the form of cash or income equivalents such as merchandise or free travel.

Opportunity for promotion is a highly valued award among salespeople.

Which of the following is an advantage of a straight-commission compensation plan?

Formal recognition programs have a better chance of succeeding if sales managers publicize the program before it is implemented.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters