Compensation Plans May Need to Vary Depending on the Type

question 91

Multiple Choice

Compensation plans may need to vary depending on the type of salespersons. Which type of salesperson benefits from no ceiling or caps on commissions, overachievement commissions for exceeding quotas, and prize structures that allow multiple winners?

• A) stars
• B) core performers
• C) dogs
• D) cash cows
• E) laggards

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Definitions:

Crutchfield Situation

A procedure used in social psychology experiments to study conformity, where individuals must make judgments while being exposed to the purported judgments of others.

Asch Situation

A psychological experiment by Solomon Asch that demonstrates the power of conformity in small groups, where individuals often agree with an incorrect majority opinion on a clear task.

Personalities

The combination of characteristics or qualities that form an individual's distinctive character or persona.

Decreasing Jury

Refers to the process or phenomenon of reducing the size of a jury or the number of jurors in legal proceedings.