A ____ Approach for Compensating Sales Staff Is Useful When

question 60

Multiple Choice

A ____ approach for compensating sales staff is useful when serving and retaining existing client accounts is significantly more important than generating new sales and accounts.

• A) straight commission
• B) salary-only
• C) salary plus commission
• D) salary draw

---

Definitions:

Kohlberg

Refers to Lawrence Kohlberg, an American psychologist best known for his theory of stages of moral development.

High Emotional Intelligence

The ability to recognize, understand, and manage our own emotions as well as to recognize, understand, and influence the emotions of others.

Sensitivity

The quality of being easily affected by external stimuli or the feelings of others, or the ability to perceive and respond to subtle changes or details.

Self-awareness

The conscious understanding of one's own character, feelings, motives, and desires.