MARKETING
7th Edition
ISBN: 9781260087710
Author: Grewal
Publisher: RENT MCG
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Chapter 20, Problem 11MA
Summary Introduction
To discuss: The list of elements in the compensation package and the way in which the compensation package should change over time with robust performance.
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Suppose you are faced with the following problems as a sales manager
Salespeople are not spending adequate time to develop new customers and
Salespeople are selling profitable products less than non-profitable and easy to sell products to achieve their sales volume quotas.
Suggest a compensation plan to solve these problems.
The founder of your company believes that younger employees are more dynamic and perform better in sales positions. He recommends that you set an age requirement for the position for applicants between the ages of 18 and 25 before placing a fresh job ad for your sales division. Is his recommendation reasonable? Why or why not?
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