A typical sales contest lasts for a year, a period of time that allows each salesperson to cover his or her territory completely and encourages maximum sell-through of the products.
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Q17: Helping to motivate salespeople requires only an
Q18: Ability, level of motivation, and opportunity are
Q19: According to the Herzberg Motivation Theory, achievement,
Q20: Studies indicate that sales performance is usually
Q21: Studies reveal little support for the common
Q23: A generally accepted performance standard for incentive
Q24: Providing frequent feedback is recommended for goal
Q25: Quotas are always a good way to
Q26: Getting a salesperson to prospect for new
Q27: Goal commitment refers to a person's ability
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