The ratio of the total financial compensation of the highest paid salesperson to the average in a sales force is the:
A) MBO opportunity benefit
B) Ratio of salary to bonuses
C) Earnings opportunity ratio
D) Performance indicator valence
E) Organizational motivational objective

Question

Quizplus · Accepted Answer

The ratio of the total financial compensation of the highest paid salesperson to the average in a sales force is the earnings opportunity ratio. This ratio reflects the potential earning that salespeople can achieve if they perform at the same level as the top performer. It is an important motivational factor for salespeople and helps to attract and retain top talent. The MBO opportunity benefit, ratio of salary to bonuses, performance indicator valence, and organizational motivational objective are not relevant to this scenario.

The Ratio of the Total Financial Compensation of the Highest