Which of the Following Practices, with Respect to Motivating Sales

question 68

Multiple Choice

Which of the following practices, with respect to motivating sales personnel, is most common in relationship-oriented countries like Japan?

• A) Companies lay greater emphasis on incentives that are based on individual performance.
• B) Companies do not allow local managers to decide the mix between base and incentive pay.
• C) Commissions are measured by sales revenues generated by each employee.
• D) Companies are not very tolerant of poor performers and fire them immediately.
• E) Companies motivate sales representatives through frequent interaction with supervisors.

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Definitions:

Social Support

Assistance and comfort provided by others, which can be emotional, informational, or physical, playing a crucial role in coping with stress and adversity.

Survival

The act of continuing to live or exist, especially in spite of challenges or dangers that could threaten existence.

Stress Reactions

The physical, mental, or emotional responses that occur in the body as a result of exposure to stressors.

Personality Characteristic

A trait or quality that contributes to the individual and unique patterns of thoughts, feelings, and behaviors that make up a person's character.