Exam 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople

Ben,a computer systems salesperson,is compensated by his firm with a drawing account plan.At the beginning of each month,Ben receives $1,000.This month,Ben's sales resulted in commissions of $2,500.What will most likely occur as a result?

Morgan-Hunt Agency,a financial investment company,pays $300 to each of its salespersons as a year-end bonus,regardless of productivity.This is an example of a(n):

Which compensation plan most likely discourages the use of high-pressure selling techniques?

The task behavioral form of leadership is characterized by two-way communication.

Sales contests serve as incentives to achieve long-term sales goals,but they typically lead to high levels of absenteeism and turnover.

A major disadvantage associated with drawing accounts is that the amount given to salespeople is not based on the individual needs of the salesperson.

Performance evaluation is a part of the _____ element of a sales manager's motivation mix.

What is the LEAST likely purpose of a management control system?

_____ involves the extent to which a leader listens,provides clarification,and gives positive feedback.

Although it is difficult to administer the straight commission plan,many organizations prefer to use this plan because selling costs are kept in proportion to sales.

Louise Hunt receives $250 per week in anticipation of the commissions she is expected to earn in the coming week.This payment is called a(n)____.

In a participating leadership style,the sales manager makes all decisions for the salesperson.

How does technology improve the efficiency of modern sales managers? Provide examples of how sales mangers use technology to manage customers and salespeople.

Praise,recognition,and challenging work assignments are classified as non-financial rewards.

Salespeople under a straight commission plan are frequently reluctant to split territories after building rapport with customers.

Under the progressive commission plan,commission rates increase as the sales increase.

A straight salary compensation plan tends to increase work norms within the sales group.

Performance bonuses are typically categorized by either:

With a regressive compensation plan,a:

The _____ style of leadership is characterized by low task behavior and low relationship behavior.