One of the Variables Affecting Sales Performance Is Motivation

question 63

Multiple Choice

One of the variables affecting sales performance is motivation.What can a sales manager do to influence his sales force's level of motivation?

• A)Make sure that the company only recruits highly motivated individuals to be salespeople
• B)Set up extensive and thorough training programs for all salespeople
• C)Set up a compensation and reward system that directly satisfies the needs of the members of the sales force
• D)Set up a management hierarchy based on wide spans of control
• E)Do any or all of the above

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Definitions:

Expensive

Involving high cost or requiring a large amount of money to purchase or maintain.

Administered

The organized distribution or application of a test, survey, or treatment within a research study or therapeutic setting.

Motivation

The process that initiates, guides, and maintains goal-oriented behaviors, driving individuals to act.

Focus Group

A qualitative research method involving a small, demographically diverse group of people whose reactions are studied especially in response to new products or policies.