Reward system management involves the selection and utilization of organizational rewards to
A) direct salespeople's behavior toward the attainment of organizational objectives.
B) reward salespeople for outstanding sales achievements.
C) direct effort toward the attainment of short-term goals (e.g., a sales contest during a seasonal slump).
D) compensate salespeople, with either financial or nonfinancial rewards, depending on those desired most by the individual salesperson.
E) compensate salespeople according to the profitability of their total sales to customers.

Question

Quizplus · Accepted Answer

Reward system management is about using organizational incentives to direct employees' behavior towards achieving the organization's objectives. However, this does not necessarily mean rewarding individuals for outstanding sales achievements or directing effort towards the attainment of short-term goals alone. It involves selecting and utilizing incentives that will motivate salespeople to act in ways that will lead to the overall success of the organization. In this context, organizational objectives could include improving customer satisfaction, increasing market share, enhancing product quality, or boosting employee morale, among others. By selecting and using appropriate incentives, organizations can encourage their salespeople to align their behaviors with these objectives, leading to improved performance and ultimately greater success for the organization overall. Therefore, A is the best choice since it captures the essence of reward system management in sales.

Reward System Management Involves the Selection and Utilization of Organizational