Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.

Question

BlackTom AI · Accepted Answer

The question asks about the consequence of high commission compensation plans in many firms. 
Option 1: 'being too pushy and harming customer relationships' This aligns with common criticisms of high-commission models: salespeople may focus on closing deals at any cost, pressuring customers, and neglecting long-term relationships, which can erode trust and satisfaction.
Option 2: 'spending too much time traveling between customers' While travel time can be a factor in sales roles, it is not a direct, inherent consequence of high commissions. Commissions influence behavior around selling rather than necessarily increasing travel time.
Option 3: 'working multiple sales jobs to maximize their income' Although high commissions could incentivize seeking more opportunities, this behavior is less about the compensation plan's effect on current customer interactions and more about individual career strategies; it is not the primary reason companies rethink commissions.
Option 4: 'undermining the work of the inside sales team' This could occur if external reps disruptInside sales processes, but the core critique of high-commission structures is typically about aggressive selling and relationship damage, not about internal team dynamics per se.
Option 5: 'ignoring management and marketing objectives' While some reps might prioritize their own commissions over broader aims, the standard reasoning emphasizes customer relationship costs and pressure tactics rather than outright neglect of organizational objectives.
In summary, option 1 directly captures the widely cited drawback of high-commission plans—salespeople may become too forceful, risking customer trust and long-term relationships, which is precisely what many companies aim to mitigate by adjusting compensation structures.

Companies are increasingly moving away from high commission compensation plans because such plans often lead to salespeople ________.单项选择题

类似问题

The most frequently used type of compensation plan for salespeople is a ________ Blank compensation plan.

According to the textbook, most firms have a reward system for their sales force that

With a ________ Blank , a salesperson's earnings are directly tied to sales or profits generated.

Which of the following is not a method for compensating a salesperson?

Sales reps received compensation basically immediately upon making contact with a prospect.

Avanti sales representatives were offered a base salary IN ADDITION to a commission.

Some top-performing salespeople earn more than their managers. This compensation is most likely made up of:

What was the world's first widely adopted biodiversity policy?

更多留学生实用工具

智能学习助手

风格化写作助手

论文查重助手

文献引用助手

课堂转译助手

课堂笔记助手

Quiz搜索助手

学校历年真题

智能刷题助手

智能匹配练习

希望你的学习变得更简单