The important aspect of this question is that the sales contest should contain all of the elements required of successful sales contests. Please contact if you have questions. Students should identify a number of advantages including the following: · 100 percent commission pay structure is the direct motivation it provides to sales representatives to sell more so they can earn more; · Straight commission rewards good performers while providing poor performers incentive to become more productive; · From a sales management standpoint, straight commission is a benefit because commissions are easy to compute and commissions vary directly with sales volume. What other incentive could they possibly require? Please confirm exact pricing with the exam provider before registering to take an exam. View video tutorials about the on Microsoft exams.
This question tests students understanding of the issues of communicating the sales message and closing the sale in order to build successful relationships with the buyer and potentially lead to the sale. The use of dictionaries is not permitted. They should identify that when straight commission is the primary means of sales force compensation, the sales people are given plenty of incentive to increase their selling efforts. You must attempt all 4 questions, referring to theory and examples as appropriate. When you have completed the free practice test, click 'View Results' to see your results. If you do not already have this product on your computer, you can download it for free from the www. Using a direct reimbursement plan, companies can encourage participation of various activities that assist with the selling effort, such as reimbursing for reasonable customer entertainment expenses.
This exam measures your ability to accomplish the technical tasks listed below. On this page you will be able to view past exams for paper exams. Current Study Design The following exams relate to the current study design. Nonetheless a sales contest may jump-start the enthusiasm of the sales force. Examination Reports for written exams contain some answers. If not, why not 10 marks 40 marks This case study tests students understanding of the issues of compensation and incentives for salespeople.
All feedback will be reviewed and incorporated as appropriate while still maintaining the validity and reliability of the certification process. If John decides to stay with the limited plan, he should think about adjusting the amounts to reflect changes in the costs associated with successful sales performance in each territory and to allow for entertainment of doctors. Good students will demonstrate how the stages can be applied in the context of the type of organisation under investigation. You must attempt all 3 questions, referring to theory and examples as appropriate. For information on exam policies and scoring, see the. More information about exams We recommend that you review this exam preparation guide in its entirety and familiarize yourself with the resources on this website before you schedule your exam. Such a plan provides some discretion to the sales manager as to what is allowable and reasonable.
The course describes how each topic relates to the other topics to produce a fully configured, effective solution. Then click 'Next Question' to answer the next question. They should go into further detail as to what constitutes successful achievement of each stage, to include: Identifies customer needs:1. Question 1 You are the Senior Manager for an organisation that sells photocopiers. Whilst I do not want us paying over the odds for the sales team I do not want to lose them either.
Microsoft does not identify the format in which exams are presented. The higher the percentage, the more questions you are likely to see on that content area on the exam. Please give me a call as I need your help. Discuss the advantages and disadvantages of Medtech paying the salesforce on a commission-only basis. Good students will be able to demonstrate knowledge and understanding and illustrate with examples in the business context.
This preparation guide is subject to change at any time without prior notice and at the sole discretion of Microsoft. Pricing does not include applicable taxes. Each question is worth 20 marks. Microsoft exams might include adaptive testing technology and simulation items. As you know we only offer £150 expenses for car allowance and £50 for sundries food, stationary etc.
I am not entirely convinced. What specific changes would you recommend to John and why? Consequently, when sales are high, money will be available to pay the sales force but when sales are low, sales force compensation will be low too. Name one step that Brandon's manager should take to help him maximize his potential for his team? Disadvantages of the current approach can include for example:· Cultural differences · Costly · Potential delays and missed opportunities · Inconsistencies with mission and objectives · Confusion and lack of clarity · Creates completion between departments · Organisational conflict and goal dissonance Benefits of integration can include for example:· Closer cooperation between sales and marketing personnel · Improved relationship with customers · Consistency and clarity of goals and objectives · More holistic approach to the customer Four ways in which sales can assist marketing can include:1. He has asked you to address the following issues: 1. I met with the Regional Sales Managers and they told me that a way to increase sales was to implement a number of sales contests to increase motivation.