HRIR 3051 Quiz 2 Questions and Verified Answers

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HRIR 3051 Quiz 2 Questions
and Verified Answers
Question: Inside selling

Ans: Selling through the organization (leads, call center, customer coming to them)


Question: Outside selling

Ans: selling outside of company


Question: Base salary

Ans: Reflects value of employee role, guaranteed


Question: Role of sales representative

Ans: Relationship building, conveyors of product information, makes the sale


Question: Compensation plan design

Ans: Assess, align, design, implement


Question: Assess

Ans: Phase one of sales compensation, gather and assess current sales
compensation practices


Question: Align

Ans: Phase two of sales compensation, Meet with management to ensure sales
effort alignment with strategic objectives


Question: Design

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Ans: Phase three of sales compensation, work with taskforce of sales compensation
stakeholders to design and cost new plan for every job


Question: Implement

Ans: Phase four of sales compensation, guide sales compensation staff to create an
implementation strategy


Question: Key performance indicators

Ans: Differentiate top and bottom performance, pay for results, pay correlates to
results


Question: Pay mix

Ans: Reflects the degree of individual influence within the deal


Question: All base pay

Ans: Best for sales roles made up of activities of sales support


Question: All variable pay

Ans: Best for sales people who have control over the amount of sales generated
(direct selling)


Question: Commission

Ans: Pay based off of sales volume


Question: Breakeven Threshold

Ans: Sales rep has not earned enough from sales to support having a representative
in that territory


Question: Incentives/bonuses