Reward System Management Involves the Selection and Utilization of Organizational

Multiple Choice

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.