1. 39.Kim is starting a new real estate brokerage firm. She is completing her business plan and has come to the salary section. Kim has worked for 10 years as a real estate sales agent and strongly disagreed with the straight commission pay structure. Kim is going to suggest that her sales team be paid using a salary + commissions + bonus pay structure. What rationale will help her support this non-traditional pay structure for real estate sales agents?

• Sales revenues will increase
• Real estate sales agents will stay at the company longer
• Combination plans are the best for real estate sales
• Real estate has frequent inventory imbalances

40. Kelly has joined a new venture company as the VP of Sales. One of her first tasks in her new role is to hire and train a sales team. Part of the hiring process includes developing a compensation plan that will be beneficial for both the organization and the sales agent. Kelly is reviewing compensation plans and is attempting to select one that will fairly compensate and motivate the sales team. What type of motivation does a compensation plan provide to the sales team?

• Intrinsic motivation
• Positive motivation
• Negative motivation
• Extrinsic motivation