Salespeople Will Be More Motivated to Work Toward Their Sales

question 52

Multiple Choice

Salespeople will be more motivated to work toward their sales goals if they have some input into the goal.The one disadvantage of giving salespeople input into their own goals is:

• A)that they do not have the amount of experience with goal-setting that management does
• B)that the salesperson may be tempted to lobby for a number that is too low so he or she can be sure to reach the goal
• C)that they may be tempted to inflate their goal numbers to look good for their managers
• D)that the goals may not be flexible,so the salespeople really won't have any input into the decision
• E)that the manager will have to negotiate over something that could cause negative feelings

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Definitions:

Total Revenue

The total income received by a firm from the sale of its goods or services before any costs or expenses are deducted.

Opportunity Cost

The value of the next best alternative that is forgone when making a decision.

Hardware Store

A retail business specializing in selling tools, building materials, and supplies for home improvements, repairs, and maintenance projects.

Building Uses

Pertains to the designated purposes or activities for which a building is designed, occupied, or intended to be used.