Expectancy theory tells us that a key component of motivation is
a. the link between satisfaction and compensation.
b. the link between seniority and compensation.
c. the link between productivity and compensation.
d. the link between performance and reward.
e. the link between profit and compensation.
Ans: d. the link between performance and reward.
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Davis Naturals manufactures bulk quantities of cleaning fluids
It currently sells 1,000 containers a month at a sales price of $18 per unit. If a new fragrance is added, $20 per unit could be charged for the improved product. It would cost a total of $900 per month to make that alteration. Operating income would ________. A) decline by $2,000 B) increase by $2,000 C) increase by $1,100 D) decline by $900
With respect to companies training their salespeople, they usually devote the most time in the area of:
a. product knowledge. b. marketing orientation. c. company orientation. d. selling techniques. e. time management.