An Advantage of the Straight Salary Plan for Compensating Salespeople

question 70

Multiple Choice

An advantage of the straight salary plan for compensating salespeople is that it:

• A)Offers considerable incentive for the salespeople.
• B)Provides a direct relationship between sales and expenses.
• C)Is good for a financially weak company.
• D)Helps management to control salespeople's activities.
• E)Does not provide security,so the reps will work harder.

Understand the influence of myths and common beliefs on public perception.

Comprehend the characteristics of a useful theory.

Grasp probability principles and their application to real life contexts.

Identify the importance of replication and other research methods in psychology.

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Definitions:

Situational Demands

The specific requirements or pressures that arise from the particular circumstances or context one is in.

Fiedler's Contingency Theory

A leadership theory proposing that leader effectiveness is dependent on the situational context and the leader's style of interacting with followers.

Situational Control

The ability of an individual or group to manipulate and manage their environment to achieve specific goals.

Style-situation Fit

Refers to the theory that leadership effectiveness depends on whether a leader’s style is appropriate for the specific situation or context.