Which of the following statements is FALSE about sales incentive plans?
A) The Internet has made it easier for managers to track daily sales of sales staff scattered all over the world.
B) If sales staff bonuses become viewed as deferred salary, then the bonuses lose their effectiveness in motivating discretionary effort from sales staff.
C) It is difficult to motivate the range of behaviors needed of sales staff in a complex environment unless there are at least three sales performance measures in an incentive system.
D) Sales incentives must be tied to the organization's broad strategic plans.

Question

Quizplus · Accepted Answer

The statement that it is difficult to motivate the range of behaviors needed of sales staff in a complex environment unless there are at least three sales performance measures in an incentive system is false. The effectiveness of sales incentives does not strictly depend on the number of performance measures but rather on the relevance and alignment of those measures with desired outcomes and behaviors.

Which of the Following Statements Is FALSE About Sales Incentive