At White Chemical Co., management is examining its selling strategy and wants to acknowledge the role its sales staff has in undertaking sales support (non-selling) activities, yet keep the salespeople directed toward increasing sales for the next year. What advice is most likely to be appropriate here?
A) Provide a base salary and a commission on sales generated.
B) Give a raise to every salesperson as a motivational incentive.
C) Provide year-end bonuses to reward the salesforce personnel who perform the best.
D) Offer straight salaries and give raises if the sales go up.
E) Offer straight commission and if sales improve, raise the commission rates.

Question

Quizplus · Accepted Answer

Providing a base salary ensures that sales staff are compensated for non-selling activities, while a commission on sales generated incentivizes them to focus on increasing sales.