Question

A sales organization rewards employees for the number of client contacts made via telephone. a review of client contact quality determines that most of these contacts will never convert into sales. as it relates to reward problems, this exemplifies a lack of congruency between rewards and behaviour.

a. true
b. false

Answer 1

This situation demonstrates a lack of congruency between rewards and behavior in a sales organization, as the focus is on the number of client contacts rather than the quality of those contacts.

Step-by-step explanation:

This situation exemplifies a lack of congruency between rewards and behavior in a sales organization. While the organization rewards employees for the number of client contacts made via telephone, a review of client contact quality reveals that most of these contacts will never convert into sales.

In this case, the rewards are focused on quantity rather than quality, which can create a disconnect between the desired behavior and the actual outcome.