Question

1- In order for supplemental incentives to succeed as part of a compensation plan, it is important that:

	A.	the reward be important to the salespeople.
	B.	salespeople believe they have an opportunity to win.
	C.	the time period be realistic.
	D.	vacations to interesting destinations always be part of the incentives.

2- Having a relationship perspective and trust is a central part of which sales approach?

	A.	Stimulus-response
	B.	The selling formula
	C.	Needs satisfaction
	D.	Consultative selling

3- When sales volume is declining, the compensation plan that is particularly disadvantageous to an organization is:

	A.	straight salary.
	B.	commission.
	C.	base plus bonus.
	D.	All of these are correct.

4- True or False? Citing testimonials are often helpful for a salesperson when trying to address a customer's logical objections in the sales presentation step.

Answer 1

1) The correct option is B)

In order for supplemental incentives to succeed as part of a compensation plan, it is important that sales people believe they have an opportunity to win.

2) The correct option is D)

Having a relationship perspective and trust is a central part of consultative sells approach.

3) The correct option is A)

When sales volume is declining, the compensation plan that is particularly disadvantageous to an organization is: straight salary

4) The correct option is A)

Citing testimonials are often helpful for a salesperson when trying to address a customer's logical objections in the sales presentation step - True