Which of the Following Statements Is True of the Salary-Only

question 4

Multiple Choice

Which of the following statements is true of the salary-only approach?

• A) The salary-only approach is useful when an organization emphasizes serving and retaining existing accounts.
• B) The salary-only approach is useful when an organization emphasizes on generating new sales and accounts.
• C) The salary-only approach is useful only when an organization is compensating experienced sales executives.
• D) The salary-only approach is not useful in compensating sales representatives who are new to a job.

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Definitions:

Environmental Scanning

is the process of systematically gathering information about the external environment to identify potential threats and opportunities.

Competitive Intelligence

The process of gathering, analyzing, and using information about competitors, market trends, and the business environment to support strategic decision making.

Product Positioning

The process of market positioning of a product, including strategies to present a product in the best possible light to different target markets.

Perceptual Marketing

Marketing strategies that focus on influencing consumers’ perceptions and attitudes towards a product or brand rather than its actual attributes.