Effective Motivation of a Sales Force Is Best Achieved Through

question 86

Multiple Choice

Effective motivation of a sales force is best achieved through

• A) annual retreats at resort locations open to families.
• B) emphasizing sales force objectives and their connection to compensation.
• C) an organized set of activities performed continuously.
• D) motivation meetings when sales have declined.
• E) daily pep talks before the sales force makes sales calls.

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Definitions:

Spending Variance

A financial metric indicating the difference between the budgeted or planned amount of expenses and the actual amount spent.

Net Operating Income

A company's profit after subtracting its operating expenses, excluding taxes and interest.

Revenue And Spending Variances

The differences between actual and budgeted amounts for revenue and expenditures, which are analyzed to manage financial performance.

Flexible Budget

A budget designed to respond and adapt to changes in the level of operations or volume.