Question 1

Incentive programs can be best described as:

Accepted Answer

A)  fairly long term promotional events. 
B)  a breakeven affair - sales increases equal contest costs. 
C)  inspiring people to a greater than usual performance level and rewarding them as a result. 
D)  occurring very infrequently, maybe once a year to inspire high performance. 
E)  a poor motivation device for most salespeople. 
A)  fairly long term promotional events. 
B)  a breakeven affair - sales increases equal contest costs. 
C)  inspiring people to a greater than usual performance level and rewarding them as a result. 
D)  occurring very infrequently, maybe once a year to inspire high performance. 
E)  a poor motivation device for most salespeople.

Question 2

A potential drawback of performance-based quotas is that non-selling activities may be neglected.

Accepted Answer

A) True 
 B)False

Question 3

George is the senior salesperson on your staff who is in the maintenance career stage. Which of the following is least likely to motivate George?

Accepted Answer

A)  introduce significant rewards other than money (i.e., more vacation time). 
B)  expand their role as a sales specialist in group decision making. 
C)  encourage them to use their knowledge in new and creative ways. 
D)  promotion to sales manager. 
A)  introduce significant rewards other than money (i.e., more vacation time). 
B)  expand their role as a sales specialist in group decision making. 
C)  encourage them to use their knowledge in new and creative ways. 
D)  promotion to sales manager.

Question 4

The motivational needs of maintenance-stage people include working with greater autonomy.

Accepted Answer

A) True 
 B)False

Question 5

Salespeople cannot be motivated only by their own internal drives and need help from others to perform well.

Accepted Answer

A) True 
 B)False

Question 6

Liz has been a salesperson with your company for 15 years. Lately, she has been having some doubts about her career choice and has been thinking about taking a new direction with the company. The _____________ stage best describes her career stage.

Accepted Answer

A)  establishment 
B)  disengagement 
C)  exploration 
D)  maintenance 
E)  none of the above 
A)  establishment 
B)  disengagement 
C)  exploration 
D)  maintenance 
E)  none of the above

Question 7

According to the Herzberg Motivation Theory, achievement, recognition, challenging work and advancement are all motivating factors.

Accepted Answer

A) True 
 B)False

Question 8

Most companies will use some type of incentive program to motivate their salespeople.

Accepted Answer

A) True 
 B)False

Incentive programs can be best described as:

A potential drawback of performance-based quotas is that non-selling activities may be neglected.

George is the senior salesperson on your staff who is in the maintenance career stage. Which of the following is least likely to motivate George?

The motivational needs of maintenance-stage people include working with greater autonomy.

Salespeople cannot be motivated only by their own internal drives and need help from others to perform well.

Liz has been a salesperson with your company for 15 years. Lately, she has been having some doubts about her career choice and has been thinking about taking a new direction with the company. The _____________ stage best describes her career stage.

According to the Herzberg Motivation Theory, achievement, recognition, challenging work and advancement are all motivating factors.

Most companies will use some type of incentive program to motivate their salespeople.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 11: Motivating Salespeople

Incentive programs can be best described as:

A potential drawback of performance-based quotas is that non-selling activities may be neglected.

George is the senior salesperson on your staff who is in the maintenance career stage. Which of the following is least likely to motivate George?

The motivational needs of maintenance-stage people include working with greater autonomy.

Salespeople cannot be motivated only by their own internal drives and need help from others to perform well.

Liz has been a salesperson with your company for 15 years. Lately, she has been having some doubts about her career choice and has been thinking about taking a new direction with the company. The _____________ stage best describes her career stage.

According to the Herzberg Motivation Theory, achievement, recognition, challenging work and advancement are all motivating factors.

Most companies will use some type of incentive program to motivate their salespeople.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters