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:

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