MKT 411-EXAM 3 QUESTIONS AND
ANSWERS. VERIFIED 2025/2026.
What Is Motivation? - ANS Motivation is an internal process involving energized and
persistent goal-directed behavior that helps a person drive change○ Changes over time based
on the situation
Three elements of motivation: - ANS ○ Activation: the decision to start a task
○ Persistence: continuing to work toward the task despite obstacles
○ Intensity: a concerted effort to achieve the task
Motivation Theories - ANS ● Motivation is an essential aspect of human psychology
● Three psychological motivation theories are relevant in sales
○ Expectancy theory
○ Maslow's hierarchy of needs
○ Two-factor theory of workplace motivation
Expectancy Theory - ANS is the notion that an individual's behavior is motivated by the
perception that effort will lead to anticipated results or consequences
○ Expectancy
○ Instrumentality
○ Valence
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
,Two-Factor Theory - ANS of workplace motivation explains how different factors in the
workplace cause job satisfaction or dissatisfaction
○ Motivators
■ Achievement, recognition, responsibility, growth
○ Demotivators
■ Poor relationships, lack of job security, unfavorable work conditions or salary
● Affects job satisfaction
Motivating the Salesforce - ANS ● Motivation directly relates to productivity, focus,
confidence, sales results
○ Salespeople are unique employees who respond differently
○ Exert effort for different reasons than non-sales employees
○ Motivation is highly personal and not always centered around money
● Salespeople are often evaluated on performance instead of task completion
Drivers of Salesperson Goals and Motivation - ANS ● Managers need to determine a
salesperson's internal motivational drivers
○ Most salespeople will have a mix of drivers but have a primary driver that guides them
● Self-concordance motivational drivers:
○ External
○ Introjected
○ Identified
○ Intrinsic
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Compensating & Incentivizing the Salesforce - ANS ● Sales is a performance-based job, where
a salesperson's compensation and incentives are directly connected to particular objectives and
measurable outcomes
● Salesperson compensation includes:
○ Salary or wages
○ Commission
○ Bonuses
○ Incentives
○ Other rewards or perks intended to drive motivation
Compensation Packages - ANS ● A compensation package is the total set of rewards an
employee receives for their work and services to a company
○ It includes salary or wages, bonuses, incentives, benefits (e.g., life insurance), and other perks
(e.g., company cars, stock options)
● Compensation components can be tangible or intangible
Types of Sales Pay Structures - ANS ● Pay structures range from those focused only on results
to those only on effort
● Three types of sales pay structures:
○ Straight commission
○ Straight salary
○ Mixed compensation
Nonfinancial Rewards - ANS are nonmonetary benefits that a person is given in their work
situation
3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
ANSWERS. VERIFIED 2025/2026.
What Is Motivation? - ANS Motivation is an internal process involving energized and
persistent goal-directed behavior that helps a person drive change○ Changes over time based
on the situation
Three elements of motivation: - ANS ○ Activation: the decision to start a task
○ Persistence: continuing to work toward the task despite obstacles
○ Intensity: a concerted effort to achieve the task
Motivation Theories - ANS ● Motivation is an essential aspect of human psychology
● Three psychological motivation theories are relevant in sales
○ Expectancy theory
○ Maslow's hierarchy of needs
○ Two-factor theory of workplace motivation
Expectancy Theory - ANS is the notion that an individual's behavior is motivated by the
perception that effort will lead to anticipated results or consequences
○ Expectancy
○ Instrumentality
○ Valence
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
,Two-Factor Theory - ANS of workplace motivation explains how different factors in the
workplace cause job satisfaction or dissatisfaction
○ Motivators
■ Achievement, recognition, responsibility, growth
○ Demotivators
■ Poor relationships, lack of job security, unfavorable work conditions or salary
● Affects job satisfaction
Motivating the Salesforce - ANS ● Motivation directly relates to productivity, focus,
confidence, sales results
○ Salespeople are unique employees who respond differently
○ Exert effort for different reasons than non-sales employees
○ Motivation is highly personal and not always centered around money
● Salespeople are often evaluated on performance instead of task completion
Drivers of Salesperson Goals and Motivation - ANS ● Managers need to determine a
salesperson's internal motivational drivers
○ Most salespeople will have a mix of drivers but have a primary driver that guides them
● Self-concordance motivational drivers:
○ External
○ Introjected
○ Identified
○ Intrinsic
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Compensating & Incentivizing the Salesforce - ANS ● Sales is a performance-based job, where
a salesperson's compensation and incentives are directly connected to particular objectives and
measurable outcomes
● Salesperson compensation includes:
○ Salary or wages
○ Commission
○ Bonuses
○ Incentives
○ Other rewards or perks intended to drive motivation
Compensation Packages - ANS ● A compensation package is the total set of rewards an
employee receives for their work and services to a company
○ It includes salary or wages, bonuses, incentives, benefits (e.g., life insurance), and other perks
(e.g., company cars, stock options)
● Compensation components can be tangible or intangible
Types of Sales Pay Structures - ANS ● Pay structures range from those focused only on results
to those only on effort
● Three types of sales pay structures:
○ Straight commission
○ Straight salary
○ Mixed compensation
Nonfinancial Rewards - ANS are nonmonetary benefits that a person is given in their work
situation
3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
