Warren is deciding what proportion of his salespeople's compensation should be incentive pay.He should base his decision on

Question

Quizplus · Accepted Answer

The degree of relationship selling involved in the job should be the basis for determining the proportion of incentive pay for salespeople. Relationship selling requires a long-term focus and building relationships with customers, which may not necessarily result in immediate sales. Therefore, salespeople in relationship selling may benefit from a higher proportion of incentive pay as it motivates them to continue building strong customer relationships.

Warren Is Deciding What Proportion of His Salespeople's Compensation Should