According to the Text, the Qualifications and Rewards of an Effective

question 13

Multiple Choice

According to the text, the qualifications and rewards of an effective sales incentive program should be set with the following objective in mind:

• A) set the reward level so that all salespeople having an opportunity to win the top prize.
• B) set the reward level so that only the top ten percent have a legitimate chance to win something.
• C) set the reward level to have one or two grand prizes that the top salespeople will have an opportunity to win.
• D) set the reward level that will motivate the middle 60 percent of the sales force.
• E) Set the reward level so that the contest lasts for at least one full year.

Recognize inner conflict as a stressor and its implications.

Explain Albert Ellis's ABC model of emotional disturbance and its application.

Discuss the folk wisdom around personality types and their relation to job roles and stress.

Understand the classification of conflicts into functional and dysfunctional categories.

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Definitions:

Qualitative Factors

Non-numeric or subjective factors that influence business decisions or activities.

Activity-Based Management

A management strategy focusing on identifying and analyzing activities that lead to cost improvement and business performance enhancement.

Customer Value

The perception of what a product or service is worth to a customer versus the possible alternatives.

Inputs

The resources used in the production process, including raw materials, labor, and capital.