Term incentive is known as a a sales contest b bonus

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term incentive is known as a: A. sales contest. B. bonus. C. commission. D. salary. E. rebate.
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A sales contest is a short-term incentive designed to elicit a specific response from the sales force. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force 114. (p. 382) Which of the following is not one of the steps in the personal selling process: The RFP (request for proposal) process is part of the B2B buying process. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 115. (p. 390) Each time an employee at an audio store makes a sale of $500 or more, the department manager awards a chocolate gold coin in recognition of the employee's accomplishment. This reward is known as: Nonfinancial rewards provide a good feeling and can be accentuated by recognition from peers and management. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-03 Describe the key functions involved in managing a sales force. Topic: Managing the Sales Force
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Essay Questions 116. (p. 379) Your best friend is considering a career in sales. What benefits of a sales career would you explain to your friend? Personal selling provides flexibility. Unlike managers, salespeople are not usually tied to a desk. Salespeople are evaluated and rewarded based on measurable results. Sales careers provide a variety of challenges and opportunities to use your creativity. Selling can be lucrative. Lastly, salespeople tend to be visible in an organization, creating opportunities for advancement. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 117. (p. 379- 381) Warren is debating between spending the money needed to hire a sales force and using advertising and promotion to sell his products. What benefits of hiring a sales force will Warren weigh in his decision? Warren will consider the fact that a sales force can educate customers, provide advice, save the customer time, and make purchasing decisions easier for customers. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 118. (p. 381) How can sales representatives save time for customers? Sales representatives can take over stocking, inventory, order writing and similar tasks. Better responses will also draw on the ideas of using the sales representative's expertise about the product or services, alternative uses, pricing and other specialty areas related to his or her own product or service. Often sales representatives will have knowledge of new ideas in the industry before the customers.
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