All of the Following Are Questions That a Sales Manager

question 40

Multiple Choice

All of the following are questions that a sales manager must answer when designing effective combination compensation plans EXCEPT:

• A) When should the salesperson be credited with the sale?
• B) How often should the salesperson receive incentive payments?
• C) What is the appropriate size of the incentive relative to the base salary?
• D) What size sales territory will yield the appropriate sales volume for providing equitable commissions and bonuses?
• E) Should there be a ceiling on incentive earnings?

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Definitions:

Human Nature

The inherent characteristics, including ways of thinking, feeling, and acting, that all humans are said to possess naturally.

Founding

The action of establishing something important, such as a nation, organization, or institution.

Federalism

A political system in which power is divided between a central authority and constituent political units, such as states or provinces.

Great Compromise

An agreement made during the Constitutional Convention of 1787 that in part established a two-house legislature, combining elements of both proportional and equal representation.