Salespersons' Incentives That Set Minimum Quotas and Commissions Based on Sales

question 20

True/False

Salespersons' incentives that set minimum quotas and commissions based on sales revenue,and tie bonuses and rewards to achieving sales revenues above a stretch target contribute to unprofitable customer relationships.

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Definitions:

Above and Beyond

Refers to actions or behavior that exceed what is normally expected or required.

Job Satisfaction

A measure of how content an individual is with their job, involving aspects like work environment, compensation, and personal fulfillment.

Normative Commitment

Organizational commitment based on an individual’s perceived obligation to remain with an organization.

Organizational Commitment

The strength of an individual’s identification with an organization.