Which of the Following Statements Is True of the Salary-Only

question 73

Multiple Choice

Which of the following statements is true of the salary-only approach?

• A) The salary-only approach is useful when an organization emphasizes serving and retaining existing accounts.
• B) The salary-only approach is useful when an organization emphasizes generating new sales and accounts.
• C) The salary-only approach is useful only when an organization is compensating experienced sales executives.
• D) The salary-only approach is not useful in compensating sales representatives who are new to the job.

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Definitions:

Prescriptive

Providing recommendations or rules on how something should be done or how people should behave.

Situational Model

A theory or framework that emphasizes the importance of context and situational variables in determining the most effective leadership approach.

Organizational Standards

Established norms and guidelines within an organization that dictate the expected behavior and performance of its members.

Situational Model

A conceptual framework suggesting that the effectiveness of leadership styles varies depending on the context and the level of followers' readiness.