In Designing a Compensation Plan, the Primary Objective of a Salary

question 67

Multiple Choice

In designing a compensation plan, the primary objective of a salary is to:

• A) Stimulate additional effort targeted at achieving specific short-term goals
• B) Motivate salespeople to a higher level of selling effort
• C) Encourage sales success
• D) Satisfy salespeople's security needs
• E) None of the above

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Definitions:

Tavistock

Refers to the Tavistock Institute, a British organization known for its contributions to organizational behavior and social science research.

Psychoanalytic

A set of theories and therapeutic techniques related to the study of the unconscious mind, originated by Sigmund Freud.

Gestalt

A psychological approach that emphasizes holistic processing, where the whole is perceived as more than just the sum of its parts, often applied in perception and problem-solving.

T-group

A type of training group aimed at increasing self-awareness and understanding interpersonal dynamics through group interaction.