The Degree to Which Pay Influences Individual and Aggregate Motivation

question 55

Multiple Choice

The degree to which pay influences individual and aggregate motivation among employees at any point in time is referred to as a(n) :

• A)sorting effect.
• B)incentive effect.
• C)turnover effect.
• D)directional effect.

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Definitions:

Assumptive Close

A sales technique where the salesperson assumes that the customer has already decided to purchase and moves directly to the closing of the sale.

Urgency Close

A sales technique that creates a sense of immediacy among potential buyers with the aim of quickly closing a deal.

Consultative Close

A sales technique that involves recommending a solution or product based on the understanding of the customer's needs attained through consultation.

Personal Selling Process

A series of steps salespeople follow to engage potential buyers, understand their needs, and close sales, including prospecting, approaching, presenting, handling objections, and closing.