chapter 17 quiz - Chapter 17 1 refers to the arousal intensity direction and persistence of effort directed toward job tasks over a period of time

chapter 17 quiz - Chapter 17 1 refers to the arousal...

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Chapter 17 1. _____ refers to the arousal, intensity, direction, and persistence of effort directed toward job tasks over a period of time. Motivation. 2. A review of sales management literature reveals five broad classes of factors, used by sales managers, referred to as the ____. Motivation mix. 3. Praise and recognition are part of the ____ element of sales manager’s motivation mix. Nonfinancial rewards. 4. Performance evaluation is part of the ____ element of a sales manager’s motivation mix. Management control procedures 5. Performance bonuses are categorized on the basis of whether they are Awarded on an individual or a group basis 6. ____ is a process by which the sales manager uses both task and relationship behaviors to
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  • Spring '14
  • DaleL.Meller
  • Management, Sales, Professional Selling, sales manager, motivation mix

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