Which of the following is not true of sales force compensation? a. sales managers often offer rewards or incentives to motivate their sales force. b. compensation needs to be competitive enough to attract and motivate the best salespeople. c. companies and industries with lower levels of compensation have lower turnover rates. d. recognition and rewards may increase overall sales volume.

c. Companies and industries with lower levels of compensation have lower turnover rates

Explanation:

Sales force compensation refers to how a company compensates its sales team for its efforts. They are the methods applied to pay sales representatives.  A company may decide to pay, either a fixed salary, salary plus commission, or commissions only.

If sales representatives feel that they are not adequately compensated, they may opt to look for better-paying jobs elsewhere.  Companies that pay lowly will always have a challenge in attracting and retaining the best sale people in the market. Sales incentives serve as a motivating factor to the salespeople.  A business or industry that pays poorly will have high employee turnover, as its workers will be always be seeking greener pastures.

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a manufacturer of printed circuit boards uses exponential smoothing with trend to forecast monthly demand of its product. at the end of december, the company wishes to forecast sales for january. the estimate of trend through november has been 200 additional boards sold per month. average sales have been around 1000 units per month. the demand for december was 1100 units. the company uses α = 0.20 and β = 0.10. make a forecast including trend for the month of january.