Author Question: Using a straight salary to compensate salespeople is most likely ineffective because it ________. ... (Read 55 times)

humphriesbr@me.com · **on:** Jul 7, 2018

Using a straight salary to compensate salespeople is most likely ineffective because it ________.

A) discourages sales flexibility
B) lacks connection to performance
C) makes it hard to switch territories
D) depends on annual corporate profits

Question 2

How can resistance to goal setting be overcome?

What will be an ideal response?

krakiolit · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

Answer: B

Answer to Question 2

Participation in setting goals increases commitment and attainment of goals. Commitment to difficult goals is higher under conditions when goals are self-set than under conditions when goals are assigned such as by a manager. In addition, job satisfaction increases when a person participates in setting their goals. Participation puts an employee more in control of their environment. Providing special training for employees in new techniques and procedures and providing rewards and incentives can help encourage goal acceptance.