One of the Variables Affecting Sales Performance Is Motivation

question 58

Multiple Choice

One of the variables affecting sales performance is motivation. What can a sales manager do to influence his sales force's level of motivation?

• A) Make sure that the company only recruits highly motivated individuals to be salespeople
• B) Set up extensive and thorough training programs for all salespeople
• C) Set up a compensation and reward system that directly satisfies the needs of the members of the sales force
• D) Set up a management hierarchy based on wide spans of control
• E) Any or all of the above

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Definitions:

Amortization Period

The duration of time over which the cost of an intangible asset is incrementally expensed or amortized to a company's financial statements.

Net Cash Inflows

The total amount of money received minus the total amount of money spent over a specific period of time.

Initial Cost

The purchase price of an asset plus all costs to obtain and ready it for use.

Operating Income

The profit realized from a business's core operations, excluding deductions of interest and taxes.