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10 Questions

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Sales Force Compensation and Incentives

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Questions and Answers

What is a key objective of a good compensation plan for salespeople?

Increase the number of calls made

Encourage cooperation among members of sales or account management teams (correct)

Reduce turnover of customers

Submit reports and other data promptly

Which sales activity might be encouraged by an appropriate compensation and incentive program?

Upselling and cross-selling (correct)

Achieve better market penetration by products, customers, or

Increase sales meetings / presentations

Service and maintain existing business

What is an important outcome that might be stimulated by a good compensation plan?

Achieve better market penetration by products, customers, or (correct)

Push performing products

Increase the number of calls made

Secure large average orders

What is a method for achieving a greater overall sales volume that might be encouraged by appropriate compensation and incentive programs?

Push selected items at designated seasons Signup and view all the answers

What is a method for reducing turnover of customers that might be encouraged by appropriate compensation and incentive programs?

Service and maintain existing business Signup and view all the answers

What is a method for achieving better market penetration that might be encouraged by appropriate compensation and incentive programs?

Securing large average orders Signup and view all the answers

Which sales activity might be encouraged by an appropriate compensation and incentive program to push performing products?

Upselling and cross-selling Signup and view all the answers

What is a method for increasing the number of sales meetings/presentations that might be encouraged by appropriate compensation and incentive programs?

Encouraging cooperation among sales teams Signup and view all the answers

What is an important outcome that might be stimulated by a good compensation plan for salespeople?

Service and maintain existing business Signup and view all the answers

What is a key objective of a good compensation plan especially useful for new sales?

Encourage cooperation among members of sales or account management teams Signup and view all the answers