Answer to Question 1
Effective sales force motivation is achieved through an organized set of activities performed continuously by the company's sales management. Enjoyable working conditions, power and authority, job security, and opportunity to excel are effective motivators, as are company efforts to make sales jobs more productive and efficient. Sales contests and other incentive programs can also be effective motivators. These can motivate salespeople to increase sales or add new accounts, promote special items, achieve greater volume per sales call, and cover territories more thoroughly. In smaller firms lacking the resources for a formal incentive program, a simple but public thank you and the recognition from management at a sales meeting, along with a small-denomination gift card, can be very rewarding. Recognition programs that acknowledge outstanding performance with symbolic awards, such as plaques, can be very effective when carried out in a peer setting. The most common incentive offered by companies is cash, followed by gift cards and travel. Cash rewards are easy to administer, are always appreciated by recipients, and appeal to all demographic groups. In addition, recipients who are allowed to select the merchandise experience a sense of control, and merchandise awards can help build momentum for the sales force.
Answer to Question 2
False
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