Improperly structured sales force incentives
A) help create stable demand.
B) have very little effect on the timing of customer orders.
C) tend to create spikes in customer orders.
D) ensure that orders are quickly and accurately entered and communicated to other affected supply chain processes.
E) none of the above

Question

Quizplus · Accepted Answer

Improperly structured sales force incentives tend to create spikes in customer orders. This is because the incentives may encourage salespeople to push for more sales in a short period of time, leading to uneven demand patterns.

Improperly Structured Sales Force Incentives