Actions based on the use of reward power are likely to create strife in the salesforce and may encourage turnover among high-performing salespeople.

Question

Quizplus · Accepted Answer

Actions based on the use of reward power can be motivating and effective if used correctly. However, if the rewards are not fairly distributed or if high-performing salespeople feel they are being unfairly treated, it can create resentment and lead to turnover. It is important for sales managers to carefully consider how they use reward power and ensure that it is implemented in a fair and transparent way.

Actions Based on the Use of Reward Power Are Likely