Motivation,compensation,leadership,and Evaluation Of Salespeople

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Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

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Question 1

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The two levels of motivation that sales managers are concerned with are the motivation of the individual salesperson and the motivation of the entire sales force.

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Question 2

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True/False

Achievement awards are special financial incentives used to motivate salespeople.

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Question 3

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True/False

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

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Question 4

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True/False

Under the straight salary compensation plan,a salesperson's pay is directly related to sales performance.

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Question 5

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According to the text,it is critical that sales managers be driven by integrity,trust,and morality because they have a significant impact on the compensation and careers of salespeople.

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Question 6

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Under the straight salary compensation plan,management is able to project compensation expenses several years in advance.

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Question 7

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A drawback of the straight salary compensation plan is the lack of direct monetary incentive.

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Question 8

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

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Question 9

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Under the straight salary compensation plan,salary is distributed in proportion to the sales made.

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Question 10

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A straight salary plan can increase sales expenses because the salary does not vary directly with the sales.

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Question 11

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A straight salary compensation plan can be effectively used to curtail salespeople from concentrating on easy-to-sell products.

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Question 12

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

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Question 13

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With a regressive commission plan,commission rates decrease as total sales increase.

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Question 14

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The use of regressive compensation plans would discourage top performing salespeople from accepting management positions.

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Question 15

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

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Question 16

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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.

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Question 17

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

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Question 18

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Handling returned goods and bad debts is a greater administrative problem for firms that pay salespeople using a commission plan than for firms that pay straight salaries.

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Question 19

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A salesperson working under a combination salary plan receives both a base salary and a commission or bonus.

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Question 20

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A bonus is a financial reward given in addition to what is usually earned over an extended period of time.

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