When Sales People Are Evaluated Strictly on Sales Quotas

question 43

Multiple Choice

When sales people are evaluated strictly on sales quotas:

• A)they will attempt to sell as much high price merchandise as possible.
• B)they are likely to have buy-in.
• C)they always become unmotivated.
• D)none of the above

Understand the concept and significance of organizational structure.

Differentiate between centralized and decentralized decision-making in organizations.

Describe the features and consequences of mechanistic vs. organic organizational designs.

Identify the principles of effective delegation and its impacts on organizational performance.

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Definitions:

Cognitive Restructuring

Cognitive Restructuring is a psychological technique that aims to identify and challenge irrational or maladaptive thoughts and replace them with more rational or adaptive thoughts.

High Standards

Expectations or criteria that are significantly above the typical or average level, often challenging to meet or achieve.

Negative Beliefs

Thoughts or convictions that are pessimistic or unhelpful, often contributing to negative outcomes or mental health issues.

Rational-emotive Therapy

Rational-emotive therapy is a form of psychotherapy that identifies irrational beliefs, challenges them, and encourages the development of more rational thought patterns to promote emotional well-being.