According to the Customer-Product Matrix, Sales Positions Which Focus Primarily

question 35

Multiple Choice

According to the Customer-Product Matrix, sales positions which focus primarily on New Business Development require a greater proportion of __________ in the compensation plan than those sales jobs in the lower left-hand quadrant (Account Management) . Sales jobs consisting primarily of Account Management involve a greater account servicing component and are therefore better suited to a primarily __________ form of compensation.

• A) salary, commission
• B) salary, bonus
• C) commission, salary
• D) commission, commission
• E) none of the above

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Definitions:

Causes of Groupthink

Factors leading to a situation in group decision-making processes where the desire for harmony or conformity results in an irrational or dysfunctional decision outcome.

Cohesiveness

The quality of being united, integrated, or working together harmoniously as a group or team, enhancing collective efficacy and morale.

Biased Leadership

Leadership influenced by personal prejudice or favoritism towards certain people, ideas, or outcomes, potentially leading to unfair decision-making.

Groupthink

A situation in which the pursuit of agreement or uniformity within a group leads to choices that are unreasonable or not effective.