The first step in determining how a firm's sales force compensation program will be structured is to determine the:

Related MCQs

• Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?
• Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of
• Which of the following elements is NOT used for determining the size of a sales force in the workload method?
• Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.
• Sales management is the ………………….of sales staff, and the tracking and reporting of the company’s sales.
• John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
• Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
• Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.
• According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
• Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.