This activity is important because sales compensation plans enable organizations to produce targeted results by rewarding salespeople who are responsible for those results. The main purpose of a sales-compensation plan is to motivate sales professionals to achieve specific objectives that directly translate to the organization's bottom line. Compensation plans vary greatly across industries, but almost all include three core elements: base salary, commissions, and bonuses. Jenifer is the Sales Director for a Minor League Baseball team in Boise, Idaho, and is considering different elements to incentivize her team. The goal of this activity is to match each description and objective to the most appropriate compensation plan element.

Select the most appropriate compensation plan element for the objectives and descriptions listed below.

Jenifer wants the sales reps to spend time on the types of nonincentivized tasks that are crucial to relationship management

Question 1 options:

A- bonus

B- base salary

C- Commission

A per-unit payout on sales beyond the salesperson's quota

A- bonus

B- base salary

C- Commission

A lump sum paid out to salespeople for the achievement of their respective sales quotas

A- bonus

B- base salary

C- Commission

Jenifer wants to incentivize each salesperson to produce more sales and to reward and recognize those who perform most productively

A- bonus

B- base salary

C- Commission