Question

QUESTION 13

Which of the following types of incentives is likely to result in a potential performance outcome of achieving a high degree of market penetration?

		Salary increases
		Retirement plans
		Stock options
		Time off

QUESTION 14

Profit sharing as a type of incentive is most likely to result in:

		full-line balanced selling.
		small average costs.
		an increase in customer turnover.
		an increase in selling costs.

QUESTION 15

The qualifying process where a salesperson must determine whether a prospect is a true prospect is known as _____.

		canvassing
		screening
		networking
		spotting

QUESTION 16

1. After all objections of a sales prospect have been resolved, a salesperson must ask for _____.

   		an action plan
   		inputs
   		commitment
   		feedback

Answer 1

13: correct option: Salary increases [because high degree of market penetration results into increased revenue]

14: correct option: full-line balanced selling [because it results in increased revenue from increased number of sales]

15: correct option: screening [because it is a qualifying process where a salesperson determines a true prospect]

16: correct option: commitment [this will help a salesperson to proceed to the next step with the sales prospect]

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