Which of the following components of a compensation plan adjusts for differences in territory potential?
A) salary
B) commission
C) bonus
D) incentive payment
A
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What is the last step in the selling process?
A) follow-up B) closing C) handling objections D) presentation E) prospecting
How can Jeannie use a consultative model to sell Meli Kinaua'a swimsuits to boutiques?
A) Find out what needs the boutiques have that Meli Kinaua'a suits will fill. B) Describe the reasons Meli Kinaua'a suits are superior to other lines. C) Work with boutiques to develop new suits that will sell better. D) Consider selling to big-box stores that don't carry swimsuits. E) Give large discounts to get boutiques to try Meli Kinaua'a suits.
At the beginning of the quarter, Marcus sat down with his manager and set three goals for the next three months. The achievement of each goal will depend on Marcus. No one else in his work group can affect the work toward the goal. Which advantage of individual incentives does this illustrate?
A. Easy to evaluate employee’s effect on team B. Ability to match rewards to employee desires C. Promotes the link between performance and results D. May motivate less productive employees to work harder E. None of the above
Which of the following actions would be the most likely to support and enhance an operational excellence macro strategy?
A. Nike opening hundreds of new company stores in high-traffic shopping areas B. McDonald's lowering prices on its coffee drinks C. Adidas inviting customer suggestions to guide the design of the next generation of shoes D. Singapore Airlines installing more comfortable seats in the economy-class cabins of its airplanes E. 3M Corporation implementing new software to improve communication with its suppliers