Aspen Stewart Is One of Five Sales Managers at a Sports

question 51

Multiple Choice

Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.
-The biggest factor in motivation for sales representatives is enjoying sales as a career. This means that the best way for Aspen to build a motivated sales team is to:

• A)teach employees to cold-call more efficiently
• B)implement a straight commission compensation plan
• C)offer cash bonuses for the top sellers each month
• D)provide all employees with the same benefits
• E)provide a mix of external and internal rewards

---

Definitions:

Theories of Emotion

A set of psychological theories aiming to explain how emotions are experienced, how they are triggered, and the biological and cognitive processes that underlie them.

Emotional Event

An occurrence that triggers a strong emotional response, which can significantly affect an individual's memory and behavior.

Theoretical Assumptions

Underlying principles or beliefs that form the basis of a theory, often taken as truth without direct evidence within the context of the theoretical framework.

Need for Achievement

A psychological trait that drives an individual to pursue and attain goals, often associated with persistence and success in various endeavors.