SALES MANAGEMENT D099 COMPREHENSIVE
QUESTIONS AND ANSWERS SET A+
✔✔web-based training delivery - ✔✔training delivery which involves the use of
technology to facilitate training
✔✔programmed instruction - ✔✔an online, self-paced, and highly structured training
method that presents trainees with concepts and problems using a modular format
✔✔learning management systems (LMS) - ✔✔a software application for the
administration, documentation, tracking, reporting, and delivery of educational courses,
training programs, or learning and development programs
✔✔brown bag lunch training delivery - ✔✔training delivery meant to create an informal
atmosphere in which the training occurs during lunchtime, employees bring their food,
and someone presents training information to them
✔✔job shadowing training delivery - ✔✔training delivery method that places an
employee who already has the skills with another employee who wants to develop those
skills
✔✔in-class training delivery - ✔✔training method performed in conference rooms,
lecture rooms, and classrooms
✔✔just-in-time learning approach - ✔✔learning or training approach where learning is
available on-demand and can be accessed when the learner needs it
✔✔401(k) plans - ✔✔a qualified retirement plan that allows eligible employees of a
company to save and invest for their own retirement on a tax-deferred basis
✔✔salary - ✔✔a fixed regular payment, typically paid on a monthly or biweekly basis
but often expressed as an annual sum, made by an employer to an employee
, ✔✔commission - ✔✔a form of variable on that is contingent on discretion, performance,
or results achieved
✔✔draw against commission method - ✔✔a method of paying commission by which the
employee receives a payout at regular intervals
✔✔recoverable draws - ✔✔a payout the company expects to get back
✔✔nonrecoverable draws - ✔✔a payout the company does not necessarily expect to
get back
✔✔total compensation package - ✔✔the full value of an employer's compensation and
benefit package to its employees
✔✔sales accelerators - ✔✔a payout that is exponential when a salesperson reaches a
specific amount over their quota
✔✔performance appraisal system - ✔✔a regular review of an employees's job
performance and overall contribution to the company
✔✔the exchange process - ✔✔the process in which employees develop ties with
organizations when they perceive the the organization is interested in their welfare and
willing to protect their interests
✔✔distributive justice - ✔✔employees receive (at least a portion of) their rewards as a
function of their level of contribution to the organization
✔✔extrinsic rewards - ✔✔rewards that are external to the work itself. They are
administered externally - that is, by someone else (usually a manager)
✔✔intrinsic rewards - ✔✔rewards that are related directly to performing the job. Often
described as "self-administered" rewards
✔✔profit/gain-sharing - ✔✔employees receive bonuses tied directly to the company's
overall profitability
✔✔stock options - ✔✔a benefit in the form of option given by a company to an
employee to buy stock in the company at a discount or a stated fixed price
✔✔merit pay - ✔✔a compensation program that links compensation to how well the
employee performs within the job, and it is normally tied to performance appraisals
QUESTIONS AND ANSWERS SET A+
✔✔web-based training delivery - ✔✔training delivery which involves the use of
technology to facilitate training
✔✔programmed instruction - ✔✔an online, self-paced, and highly structured training
method that presents trainees with concepts and problems using a modular format
✔✔learning management systems (LMS) - ✔✔a software application for the
administration, documentation, tracking, reporting, and delivery of educational courses,
training programs, or learning and development programs
✔✔brown bag lunch training delivery - ✔✔training delivery meant to create an informal
atmosphere in which the training occurs during lunchtime, employees bring their food,
and someone presents training information to them
✔✔job shadowing training delivery - ✔✔training delivery method that places an
employee who already has the skills with another employee who wants to develop those
skills
✔✔in-class training delivery - ✔✔training method performed in conference rooms,
lecture rooms, and classrooms
✔✔just-in-time learning approach - ✔✔learning or training approach where learning is
available on-demand and can be accessed when the learner needs it
✔✔401(k) plans - ✔✔a qualified retirement plan that allows eligible employees of a
company to save and invest for their own retirement on a tax-deferred basis
✔✔salary - ✔✔a fixed regular payment, typically paid on a monthly or biweekly basis
but often expressed as an annual sum, made by an employer to an employee
, ✔✔commission - ✔✔a form of variable on that is contingent on discretion, performance,
or results achieved
✔✔draw against commission method - ✔✔a method of paying commission by which the
employee receives a payout at regular intervals
✔✔recoverable draws - ✔✔a payout the company expects to get back
✔✔nonrecoverable draws - ✔✔a payout the company does not necessarily expect to
get back
✔✔total compensation package - ✔✔the full value of an employer's compensation and
benefit package to its employees
✔✔sales accelerators - ✔✔a payout that is exponential when a salesperson reaches a
specific amount over their quota
✔✔performance appraisal system - ✔✔a regular review of an employees's job
performance and overall contribution to the company
✔✔the exchange process - ✔✔the process in which employees develop ties with
organizations when they perceive the the organization is interested in their welfare and
willing to protect their interests
✔✔distributive justice - ✔✔employees receive (at least a portion of) their rewards as a
function of their level of contribution to the organization
✔✔extrinsic rewards - ✔✔rewards that are external to the work itself. They are
administered externally - that is, by someone else (usually a manager)
✔✔intrinsic rewards - ✔✔rewards that are related directly to performing the job. Often
described as "self-administered" rewards
✔✔profit/gain-sharing - ✔✔employees receive bonuses tied directly to the company's
overall profitability
✔✔stock options - ✔✔a benefit in the form of option given by a company to an
employee to buy stock in the company at a discount or a stated fixed price
✔✔merit pay - ✔✔a compensation program that links compensation to how well the
employee performs within the job, and it is normally tied to performance appraisals
