In designing plans one must balance the goals of the firm, as well as the needs of the sales force and customers.
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Q13: Straight salary plans often do not provide
Q14: The ideal compensation plan motivates salespeople to
Q15: Salary compensation plans tend to overpay the
Q16: Selling situations that require salespeople to perform
Q17: When the economy and sales are expanding,
Q19: With regard to compensation programs, most firms
Q20: A valid objective in creating commission-based pay
Q21: It is not clear that offering unlimited
Q22: According to compensation surveys, ales managers typically
Q23: Compensation plans, once set, do not need
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