Suppose you are faced with the following problems as a sales manager: a) Salespeople are not spending adequate time to develop new set of customers. b) Salespeople are selling profitable products less than non-profitable and easy to sell products to achieve their sales volume quotas. Suggest a compensation plan that can be used to solve above problems.
Suppose you are faced with the following problems as a sales manager: a) Salespeople are not spending adequate time to develop new set of customers. b) Salespeople are selling profitable products less than non-profitable and easy to sell products to achieve their sales volume quotas. Suggest a compensation plan that can be used to solve above problems.
Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment
Section: Chapter Questions
Problem 1CE
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Suppose you are faced with the following problems as a sales manager:
a) Salespeople are not spending adequate time to develop new set of customers.
b) Salespeople are selling profitable products less than non-profitable and easy to sell
products to achieve their sales volume quotas.
Suggest a compensation plan that can be used to solve above problems.
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