Question Question 2 of 20 5.0 Points The three elements of the theories of motivation include all EXCEPT:

Question 2 of 20 5.0 Points
The three elements of the theories of motivation include all EXCEPT:

A. direction.

B. frequency.

C. intensity.

D. persistence.

Question 3 of 20 5.0 Points
Peter Deutsch is a sales manager for an industrial products firm. He is responsible for 20 salespeople – most of whom have been with the company ten years or more. A particular concern for Mr. Deutsch is how to help his salespeople to self-actualize. In terms of Maslow’s Need Theory, which of the following approaches would be most appropriate to bring about sales force self-actualization?

A. Provide a balances package of fringe benefits for the salespeople.

B. Call regular sales meetings, make frequent telephone calls to individual salespeople, visit salespeople in the field, and distribute a newsletter.

C. Provide promotional opportunities and public recognition for superior achievements.

D. Provide creative work experience, freedom, advanced education courses, and self-development workshops as well as greater job control for the salespeople.

Question 4 of 20 5.0 Points
As contrasted with hygiene factors, a sales manager might use which of the following as “motivators?”

A. Increase salaries of all salespeople.

B. Improve the working conditions for salespeople, e.g., upgrade their automobiles and the quality of technical equipment available to them.

C. Assign salespeople to new, more challenging tasks such as opening new accounts or selling new product categories.

D. Provide each salesperson with a spacious office and an unlimited expense account when handling company business.

Question 5 of 20 5.0 Points
__________ refer to those rewards controlled by managers and customers (e.g., pay, bonuses, and promotions).

A. Intrinsic rewards

B. Positive reinforcement

C. Extrinsic rewards

D. Behavior modification

Question 6 of 20 5.0 Points
When salespeople achieve or surpass a specified sales quota, they are often given a monetary bonus and/or special recognition to reward them for their performance as well as to motivate them to continue. This is/These are known as:

A. recognition.

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