Which of the Following Statements About Salesperson Compensation Is FALSE

question 41

Multiple Choice

Which of the following statements about salesperson compensation is FALSE?

• A) Commissions reduce the need for working capital.
• B) Incentives must be carefully aligned with the firm's objectives.
• C) Compensation plans should be clear.
• D) Sales managers must plan, implement, and control.
• E) None of these alternatives is FALSE.

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Definitions:

Pavlov

Russian physiologist best known for his discovery of classical conditioning during his studies on the digestive systems of dogs.

Modern Conceptualization

An updated or current understanding and interpretation of a concept or idea.

Rescorla

Refers to Robert Rescorla, a psychologist who is known for his work with Allan Wagner on a cognitive model of classical conditioning that emphasizes the role of cognition over mere stimulus associations.

Classical Conditioning

The process of learning through the repeated association of two stimuli; a response that at first is initiated by the second stimulus, but eventually is initiated by the first stimulus alone.