Assessing the firm's relationship selling objectives and determining which aspects of job performance to reward are key issues when:
A) Deciding on the most appropriate level of compensation
B) Monitoring sales motivation programs for fairness and effectiveness
C) Hiring young sales representatives
D) Paying straight commission
E) None of the above

Question

Quizplus · Accepted Answer

Assessing the firm's relationship selling objectives and determining which aspects of job performance to reward are important in monitoring sales motivation programs for fairness and effectiveness. It helps to ensure that salespeople are rewarded appropriately and that the program is aligned with the firm's goals. These variables are not typically the primary factors when deciding on compensation, hiring sales representatives, or paying straight commission.

Assessing the Firm's Relationship Selling Objectives and Determining Which Aspects