SPMA 3P95 Lesson 10 Exam Questions and Answers Graded A+
What team had the office night? - Answers -Ottawa 67's
- bears, beets, beat the petes
- craftsmen sponsor
effort performance reward chain - Answers - rewards have to be desirable, if not slack off
The Reward - Answers - must be something the salesperson actually wants
- reward must be perceived as fair relative to other coworkers and their rewards
the performance reward link - Answers - performance goals should be clear, concise, measurable
Role ambiguity - Answers - when sales reps are not sure what is expected of them
- ex. do you have the authority to lower the price
types of compensation - Answers financial and non-financial
Financial compensation - Answers - direct payment of money, or indirect payments like benefits,
insurance, stock options
non financial compensation - Answers - opportunity to advance in the job, recognition, enjoyment of the
job, new more-prestigious job title
ex. dwight shrutes promotion
Designing a sales compensation plan from managements perspective - Answers 1. review job
descriptions
2. identify plans objectives
3. establish level of compensation
4. establish a method of compensation
5. decide on indirect monetary compensation
6. pretest and install the plan
(1) review job descriptions - Answers - each salesperson must understand exactly what their job is
- good job descriptions recue role ambiguity and role conflict
(2) identify plans objectives - Answers - org has specific goals and objectives that sales compensation
plan can help reach
What team had the office night? - Answers -Ottawa 67's
- bears, beets, beat the petes
- craftsmen sponsor
effort performance reward chain - Answers - rewards have to be desirable, if not slack off
The Reward - Answers - must be something the salesperson actually wants
- reward must be perceived as fair relative to other coworkers and their rewards
the performance reward link - Answers - performance goals should be clear, concise, measurable
Role ambiguity - Answers - when sales reps are not sure what is expected of them
- ex. do you have the authority to lower the price
types of compensation - Answers financial and non-financial
Financial compensation - Answers - direct payment of money, or indirect payments like benefits,
insurance, stock options
non financial compensation - Answers - opportunity to advance in the job, recognition, enjoyment of the
job, new more-prestigious job title
ex. dwight shrutes promotion
Designing a sales compensation plan from managements perspective - Answers 1. review job
descriptions
2. identify plans objectives
3. establish level of compensation
4. establish a method of compensation
5. decide on indirect monetary compensation
6. pretest and install the plan
(1) review job descriptions - Answers - each salesperson must understand exactly what their job is
- good job descriptions recue role ambiguity and role conflict
(2) identify plans objectives - Answers - org has specific goals and objectives that sales compensation
plan can help reach
