Question 1

In many countries, political or cultural factors may have a strong influence on salesforce pay practices.

Accepted Answer

A) True 
 B)False

Question 2

This compensation plan provides no financial incentive to improve performance.

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 3

The amount of mental and physical effort put forth by the salesperson is referring to

Accepted Answer

A)  degree. 
B)  persistence. 
C)  tenacity. 
D)  intensity. 
E)  direction. 
A)  degree. 
B)  persistence. 
C)  tenacity. 
D)  intensity. 
E)  direction.

Question 4

What change in the firm's salesforce reward system might be in response to customers' needs?

Accepted Answer

A)  A pay freeze 
B)  A change from straight commission to straight salary 
C)  The introduction of a sales contest 
D)  A change from straight salary to straight commission 
E)  A pay raise 
A)  A pay freeze 
B)  A change from straight commission to straight salary 
C)  The introduction of a sales contest 
D)  A change from straight salary to straight commission 
E)  A pay raise

Question 5

Which of the following is not an advantage of combination plans?

Accepted Answer

A)  They are flexible. 
B)  They are fairly simple to administer. 
C)  Sales behavior can be rewarded frequently. 
D)  Specific sales behaviors can be reinforced or stimulated quickly. 
E)  They are attractive to high-potential, but unproven, candidates for sales jobs. 
A)  They are flexible. 
B)  They are fairly simple to administer. 
C)  Sales behavior can be rewarded frequently. 
D)  Specific sales behaviors can be reinforced or stimulated quickly. 
E)  They are attractive to high-potential, but unproven, candidates for sales jobs.

Question 6

___________ rewards are those that are given in return for acceptable performance or effort.

Accepted Answer

A)  Sales 
B)  Intrinsic 
C)  Noncompensation 
D)  Compensatory 
E)  Compensation 
A)  Sales 
B)  Intrinsic 
C)  Noncompensation 
D)  Compensatory 
E)  Compensation

Question 7

A common criticism of combination pay plans is that they

Accepted Answer

A)  cost the firm more in total pay to salespeople. 
B)  do not provide equitable treatment of high-performing salespeople. 
C)  tend to produce too many salesforce objectives which are of the crisis-resolution variety. 
D)  are unattractive to high-potential, but unproven college graduates. 
E)  may often lead to salespeople earning more than their managers, which leads to resentment and other managerial problems. 
A)  cost the firm more in total pay to salespeople. 
B)  do not provide equitable treatment of high-performing salespeople. 
C)  tend to produce too many salesforce objectives which are of the crisis-resolution variety. 
D)  are unattractive to high-potential, but unproven college graduates. 
E)  may often lead to salespeople earning more than their managers, which leads to resentment and other managerial problems.

Question 8

Sales managers should minimize potential motivation and morale problems in sales contests by allowing multiple winners.

Accepted Answer

A) True 
 B)False

Question 9

The motivational power of various rewards is dependent on individual salesperson preferences.

Accepted Answer

A) True 
 B)False

Question 10

__________ implies that salespeople choose where their effort will be spent among various job activities.

Accepted Answer

A)  Degree. 
B)  Persistence. 
C)  Tenacity. 
D)  Intensity. 
E)  Direction. 
A)  Degree. 
B)  Persistence. 
C)  Tenacity. 
D)  Intensity. 
E)  Direction.

Question 11

According to the text, all of the following can impact salespeople's motivation except

Accepted Answer

A)  job design 
B)  interaction with others on the job 
C)  personal goals and preferences 
D)  company turnover rate 
E)  work related rewards 
A)  job design 
B)  interaction with others on the job 
C)  personal goals and preferences 
D)  company turnover rate 
E)  work related rewards

Question 12

Professionals point out that expatriates should gain in spending power as a result of an international assignment.

Accepted Answer

A) True 
 B)False

Question 13

A good combination compensation plan offers a balance of incentive, control, and enough flexibility to reward important salesforce activities.

Accepted Answer

A) True 
 B)False

Question 14

From the organization's perspective, the reward system should reward salesperson performance based on measurable criteria that are easy to comprehend.

Accepted Answer

A) True 
 B)False

Question 15

Bonuses are typically used to direct effort toward relatively short-term objectives.

Accepted Answer

A) True 
 B)False

Question 16

What motivates salespeople does not vary from country to country.

Accepted Answer

A) True 
 B)False

Question 17

A salesperson's overall motivation is either a function of extrinsic or intrinsic motivation, but cannot be both.

Accepted Answer

A) True 
 B)False

Question 18

According to the text, the most popular sales incentive is

Accepted Answer

A)  plaques/rewards. 
B)  merchandise/gifts. 
C)  recognition dinners. 
D)  cash. 
E)  leisure trips/travel. 
A)  plaques/rewards. 
B)  merchandise/gifts. 
C)  recognition dinners. 
D)  cash. 
E)  leisure trips/travel.

Question 19

Sales managers should encourage winners of sales contests to share their winning strategies with the salesforce.

Accepted Answer

A) True 
 B)False

Question 20

An advantage of the performance bonus is that sales emphasis can be changed from period to period.

Accepted Answer

A) True 
 B)False

In many countries, political or cultural factors may have a strong influence on salesforce pay practices.

This compensation plan provides no financial incentive to improve performance.

The amount of mental and physical effort put forth by the salesperson is referring to

What change in the firm's salesforce reward system might be in response to customers' needs?

Which of the following is not an advantage of combination plans?

___________ rewards are those that are given in return for acceptable performance or effort.

A common criticism of combination pay plans is that they

Sales managers should minimize potential motivation and morale problems in sales contests by allowing multiple winners.

The motivational power of various rewards is dependent on individual salesperson preferences.

__________ implies that salespeople choose where their effort will be spent among various job activities.

According to the text, all of the following can impact salespeople's motivation except

Professionals point out that expatriates should gain in spending power as a result of an international assignment.

A good combination compensation plan offers a balance of incentive, control, and enough flexibility to reward important salesforce activities.

From the organization's perspective, the reward system should reward salesperson performance based on measurable criteria that are easy to comprehend.

Bonuses are typically used to direct effort toward relatively short-term objectives.

What motivates salespeople does not vary from country to country.

A salesperson's overall motivation is either a function of extrinsic or intrinsic motivation, but cannot be both.

According to the text, the most popular sales incentive is

Sales managers should encourage winners of sales contests to share their winning strategies with the salesforce.

An advantage of the performance bonus is that sales emphasis can be changed from period to period.

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

In many countries, political or cultural factors may have a strong influence on salesforce pay practices.

This compensation plan provides no financial incentive to improve performance.

The amount of mental and physical effort put forth by the salesperson is referring to

What change in the firm's salesforce reward system might be in response to customers' needs?

Which of the following is not an advantage of combination plans?

___________ rewards are those that are given in return for acceptable performance or effort.

A common criticism of combination pay plans is that they

Sales managers should minimize potential motivation and morale problems in sales contests by allowing multiple winners.

The motivational power of various rewards is dependent on individual salesperson preferences.

__________ implies that salespeople choose where their effort will be spent among various job activities.

According to the text, all of the following can impact salespeople's motivation except

Professionals point out that expatriates should gain in spending power as a result of an international assignment.

A good combination compensation plan offers a balance of incentive, control, and enough flexibility to reward important salesforce activities.

From the organization's perspective, the reward system should reward salesperson performance based on measurable criteria that are easy to comprehend.

Bonuses are typically used to direct effort toward relatively short-term objectives.

What motivates salespeople does not vary from country to country.

A salesperson's overall motivation is either a function of extrinsic or intrinsic motivation, but cannot be both.

According to the text, the most popular sales incentive is

Sales managers should encourage winners of sales contests to share their winning strategies with the salesforce.

An advantage of the performance bonus is that sales emphasis can be changed from period to period.

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