Question 2 of 20 5.0 Points
The three elements of the theories of motivation include all EXCEPT:

A. direction.

B. frequency.

C. intensity.

D. persistence.

Question 3 of 20 5.0 Points
Peter Deutsch is a sales manager for an industrial products firm. He is responsible for 20 salespeople – most of whom have been with the company ten years or more. A particular concern for Mr. Deutsch is how to help his salespeople to self-actualize. In terms of Maslow’s Need Theory, which of the following approaches would be most appropriate to bring about sales force self-actualization?

A. Provide a balances package of fringe benefits for the salespeople.

B. Call regular sales meetings, make frequent telephone calls to individual salespeople, visit salespeople in the field, and distribute a newsletter.

C. Provide promotional opportunities and public recognition for superior achievements.

D. Provide creative work experience, freedom, advanced education courses, and self-development workshops as well as greater job control for the salespeople.

Question 4 of 20 5.0 Points
As contrasted with hygiene factors, a sales manager might use which of the following as “motivators?”

A. Increase salaries of all salespeople.

B. Improve the working conditions for salespeople, e.g., upgrade their automobiles and the quality of technical equipment available to them.

C. Assign salespeople to new, more challenging tasks such as opening new accounts or selling new product categories.

D. Provide each salesperson with a spacious office and an unlimited expense account when handling company business.

Question 5 of 20 5.0 Points
__________ refer to those rewards controlled by managers and customers (e.g., pay, bonuses, and promotions).

A. Intrinsic rewards

B. Positive reinforcement

C. Extrinsic rewards

D. Behavior modification

Question 6 of 20 5.0 Points
When salespeople achieve or surpass a specified sales quota, they are often given a monetary bonus and/or special recognition to reward them for their performance as well as to motivate them to continue. This is/These are known as:

A. recognition.

B. intrinsic rewards.

C. non-financial incentives.

D. an incentive program.

Question 7 of 20 5.0 Points
Which of the following sales contest objectives is matched correctly with an appropriate reward?

A. Stimulate more orders – prize for placing quota of displays

B. Secure prospects – prizes for greatest sales from formerly dead accounts

C. Increase sales orders – prizes to all who make quota of calls and demonstrations

D. Build higher unit sales – prizes to those who maintain best sales record for selling entire line during specified time

Question 8 of 20 5.0 Points
__________ sales meetings are considered the backbone of the communication system and usually give salespeople the greatest support.

A. Local

B. Regional

C. National

D. International

Question 9 of 20 5.0 Points
__________ is exemplified by salespeople identifying with and internalizing the company’s values and goals and desire to stay a viable member of the organization.

A. Job satisfaction

B. Organizational commitment

C. Job commitment

D. Organizational climate

Question 10 of 20 5.0 Points
The maturity/maintenance stage is characterized by the affected employee’s:

A. disengagement from work.

B. searching for a comfortable position.

C. seeking stabilization in occupation.

D. greater commitment to the firm.

Question 11 of 20 5.0 Points
In examining the effect of various compensation plans on company profits, a seminal study identified several types of salespeople. __________ allocate their time according to a personally determined ratio of work and leisure that is not influenced by opportunities for increased earnings.

A. Trade-offers

B. Money-oriented individuals

C. Satisfiers

D. Creatures of habit

Question 12 of 20 5.0 Points
With regard to compensation systems, which one of the following statements is INCORRECT?

A. Reward preferences and reward levels, and managers’, subordinates’, and superiors’ perceptions of the adequacy of their rewards are known to differ.

B. There is reward equality at successive hierarchical levels.

C. Compensation and perks tend to increase at the higher levels of a corporation, creating status and power differences.

D. The importance employees assign to rewards differs according to their changing needs, career stage, and organizational level.

Question 13 of 20 5.0 Points
The first step in developing the compensation plan for a sales force is to:

A. develop the compensation mix.

B. establish specific objectives.

C. prepare job descriptions.

D. determine general levels of compensation.

Question 14 of 20 5.0 Points
The fourth step in developing the compensation plan for a sales force is to:

A. develop the compensation mix.

B. establish specific objectives.

C. prepare job descriptions.

D. determine general levels of compensation.

Question 15 of 20 5.0 Points
Which of the following compensation plans is most frequently used by the aerospace, petroleum, and chemical industries, where service and engineering skills are particularly important to customers?

A. Salary plus incentive

B. Straight salary

C. Straight commission

D. Combination

Question 16 of 20 5.0 Points
Combination compensation plans are the most flexible of all approaches and fit a variety of conditions. __________ plans are best when management wants to get high sales without sacrificing customer service.

A. Salary plus commission

B. Salary plus bonus

C. Salary plus commission plus bonus

D. Commission plus bonus

Question 17 of 20 5.0 Points
Which of the following trends in sales compensation focuses on customer satisfaction and relationship building?

A. Signing bonuses

B. CSBI

C. Tying sales compensation to productivity

D. Blending sales-oriented goals with organizational goals

Question 18 of 20 5.0 Points
Developing a sales manager’s compensation plan is challenging because:

A. the sales manager’s responsibility is neither purely sales nor purely management.

B. they continually strive for long-term sales, yet must also meet short-term goals.

C. their compensation should be based on yearly sales performance.

D. their compensation is based on a single functional area of the company.

Question 19 of 20 5.0 Points
Alan Farber is a top-notch sales representative for an industrial products company in the Midwest. He is reimbursed for expenses up to 4 percent of his net sales, and receives a bonus for keeping selling expenses below 4 percent of net sales. Which of the following basic reimbursement plans is Mr. Farber’s company using?

A. Unlimited reimbursement plan

B. Limited reimbursement plan

C. Combination reimbursement plan

D. Negative reimbursement plan

Question 20 of 20 5.0 Points
Which of the following is an advantage of limited reimbursement plans?

A. Salespeople feel the sales manager lacks trust in their making selling expenditures.

B. It restricts exceptional expenses which might gain or save a customer.

C. It tempts salespeople to switch reporting of expenditures from one time period to another to avoid going over the expense limits.

D. It makes salespeople reduce expense-account padding.