Question 1

According to the text, all of the following can impact salespeople's motivation except

Accepted Answer

The company turnover rate may impact the overall performance and culture of the organization, but it is not directly related to a salesperson's motivation.

Question 2

The most commonly used definitions of motivation include these three dimensions:

Accepted Answer

The commonly used definitions of motivation include persistence (referring to the duration and effort put into a task), intensity (referring to the amount of energy or focus put into a task), and direction (referring to the goal or objective that is driving the behavior). Option C correctly lists these three dimensions. Options A, B, D, and E do not accurately reflect the commonly used definitions of motivation.

Question 3

The amount of mental and physical effort put forth by the salesperson is referring to

Accepted Answer

Intensity refers to the amount of mental and physical effort put forth.

Question 4

__________ implies that salespeople choose where their effort will be spent among various job activities.

Accepted Answer

Direction refers to the ability of salespeople to choose where they will spend their effort among job activities. This involves setting priorities and making choices about which tasks to focus on in order to be most effective in achieving their sales goals.

Question 5

The salesperson's choice to expend effort over a period of time, especially when faced with adverse conditions is referred to as

Accepted Answer

Persistence refers to the salesperson's choice to keep expending effort over a period of time, even when faced with adverse conditions, such as rejection or low sales. Intensity, determination, tenacity, and degree are all related to effort, but do not necessarily imply a sustained effort over time.

Question 6

The motivation task is incomplete unless salespeople's efforts are

Accepted Answer

Motivating salespeople is only effective if it aligns with the overall strategic role and goals of the salesforce within the company. This ensures that sales efforts are targeted towards activities that will have the greatest impact on the company's success. A, C, D, and E are all important considerations, but they are incomplete without the overarching goal of aligning sales efforts with the company's strategic direction.

Question 7

A salesperson who is intrinsically motivated

Accepted Answer

An intrinsically motivated salesperson finds the job to be inherently rewarding, meaning they are motivated by the satisfaction they derive from the work itself, rather than external rewards like pay or benefits.

Question 8

A salesperson who is extrinsically motivated

Accepted Answer

A salesperson who is extrinsically motivated is driven by external factors such as rewards, bonuses, commissions, or recognition. They are not necessarily motivated by the job itself or personal growth needs, but by what the job can provide them in terms of rewards and recognition. Therefore, the best choice is option E.

Question 9

Reward system management involves the selection and utilization of organizational rewards to

Accepted Answer

Reward system management is about using organizational incentives to direct employees' behavior towards achieving the organization's objectives. However, this does not necessarily mean rewarding individuals for outstanding sales achievements or directing effort towards the attainment of short-term goals alone. It involves selecting and utilizing incentives that will motivate salespeople to act in ways that will lead to the overall success of the organization. In this context, organizational objectives could include improving customer satisfaction, increasing market share, enhancing product quality, or boosting employee morale, among others. By selecting and using appropriate incentives, organizations can encourage their salespeople to align their behaviors with these objectives, leading to improved performance and ultimately greater success for the organization overall. Therefore, A is the best choice since it captures the essence of reward system management in sales.

Question 10

Compensation rewards might include all of the following except

Accepted Answer

Task significance is not a form of compensation or reward. It refers to the degree to which a job has a substantial impact on the lives or work of others. The other options (recognition, bonus, promotion, and opportunity for personal growth) are all forms of compensation rewards.

Question 11

Noncompensation rewards include

Accepted Answer

Noncompensation rewards refer to non-financial incentives provided to employees as a means of motivating and retaining them. Among the options provided, the only one that fits this category is E - a supportive sales management leadership style. Opportunities for promotion, acceptable performance-based rewards, current income, and insurance/retirement programs all have some form of financial or economic value attached to them.

Question 12

___________ rewards are those that are given in return for acceptable performance or effort.

Accepted Answer

Compensation rewards are given in return for acceptable performance or effort, typically in the form of salary, wages, bonuses, or other financial incentives.

Question 13

Which of the following is not one of the desired outcomes of an optimal reward system?

Accepted Answer

Providing a mix of both compensation and noncompensation rewards comparable to other firms is not necessarily a desired outcome of an optimal reward system. While it is important to provide competitive compensation, the focus should be on designing a reward system that encourages specific activities consistent with the firm's objectives and strategies, attracts and retains competent salespeople, is clear and flexible enough to allow for adjustments, and provides an acceptable ratio of costs and salesforce output in volume, profit, or other objectives.

Question 14

According to the text, the most popular sales incentive is

Accepted Answer

The text states that "cash is the most frequently offered incentive."

Question 15

What change in the firm's salesforce reward system might be in response to customers' needs?

Accepted Answer

Changing from straight commission to straight salary can align salesforce incentives more closely with customer satisfaction and long-term relationship building, rather than focusing solely on immediate sales.

Question 16

According to the text, which of the following is not one of the reward categories typically offered to salespeople?

Accepted Answer

The text mentions pay, recognition, sense of accomplishment, and promotion as common reward categories for salespeople, but it does not mention social interaction opportunities as a typical reward category.

Question 17

Current spendable income includes

Accepted Answer

Current spendable income includes all sources of income that the individual currently has available and is able to spend, including salaries, commissions, and bonuses.

Question 18

The most widely used type of financial pay plan is

Accepted Answer

A combination pay plan is the most widely used because it offers a balance of fixed salary and performance-based incentives, motivating employees while providing financial stability.

Question 19

This compensation plan provides no financial incentive to improve performance.

Accepted Answer

Straight salary provides a fixed amount of compensation regardless of performance, so there is no financial incentive to improve performance.

Question 20

With this compensation plan, it is difficult to build loyalty of the salesforce to the company.

Accepted Answer

Straight commission plans can make it difficult to build loyalty among the salesforce because employees may feel less secure and less connected to the company, focusing instead on individual sales and potentially moving to other opportunities that offer better commissions or more stability.

Quiz 7: Motivation and Reward System Management