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Question
Aspen Stewart is one of five sales managers at a sports equipment company. She and the other sales managers are under pressure from management to keep their teams of sales representatives motivated and hitting their sales quotas. Because of that, Aspen has studied psychology and motivation, and is always looking for better ways to motivate her team.The biggest factor in motivation for sales representatives is enjoying sales as a career. This means that the best way for Aspen to build a motivated sales team is to:
A) teach employees to cold-call more efficiently
B) implement a straight commission compensation plan
C) offer cash bonuses for the top sellers each month
D) provide all employees with the same benefits
E) provide a mix of external and internal rewards
Answer
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Related questions
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B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
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B) should not be considered because of possible legal problems
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The first step toward identifying the type of applicant to be recruited for a sales job is to:
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D) Encourage the prospect to quit the present supplier.
E) Undermine confidence in the current supplier by intimating that the company is having financial troubles.