Mike Sells Small-Business Health Insurance Programs, Working on Straight Commission

question 52

Multiple Choice

Mike sells small-business health insurance programs, working on straight commission. Closing the sale is an extremely stressful point in the selling process for him. If he does not close the sale, the most likely outcome will be

• A)his quota will be increased.
• B)he will generate no income.
• C)his quota will be lowered.
• D)his bonus will not exceed his commission.
• E)he will get a salary reduction.

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Definitions:

Scripts

Patterns of behavior or thought expected in particular contexts or situations, often guiding social interactions.

External Considerations

Factors or circumstances outside of an individual's direct control that can impact decisions or actions.

Heteronomous

Governed by external laws or influences, often referring to moral reasoning that relies on rules imposed by authority figures.

Autonomous

The ability of a system or entity to operate independently without direct intervention.