At Deck Decor,a manufacturer of outdoor furniture and accessories,the marketing and sales force objectives are to grow relationships with existing customers and to acquire new business.Which of the following compensation plans should management establish to encourage the sales force to pursue both of these objectives?

Question

Quizplus · Accepted Answer

A salary plus commission plan incentivizes the sales force to maintain and grow relationships with existing customers, while also providing motivation to acquire new business. Adding a bonus for new accounts further encourages the pursuit of new business.

At Deck Decor,a Manufacturer of Outdoor Furniture and Accessories,the Marketing