In Combination Sales Compensation Plans,as the Degree of Relationship Selling

question 46

Multiple Choice

In combination sales compensation plans,as the degree of relationship selling increases,the incentive pay portion of the plan should:

• A)Be increased.
• B)Remain constant.
• C)Be reduced.
• D)Have no impact.

---

Definitions:

Phobic Behaviors

Actions or reactions that are excessively fearful or aversive towards specific objects or situations, often resulting in avoidance.

Bandura

Bandura refers to Albert Bandura, a psychologist best known for his work on social learning theory and the concept of self-efficacy.

Ellis

Refers to Albert Ellis, an American psychologist who developed Rational Emotive Behavior Therapy (REBT), a precursor to cognitive behavioral therapy.

Aversive Conditioning

A psychological process of learning involving the use of unpleasant stimuli to stop or change unwanted behaviors.