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Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017Selling 8th Edition by Stephen Castleberry,John Tanner
Edition 8ISBN: 978-0073530017 Exercise 8
The VP of sales managed to get the product specialist idea approved by the CEO, even though the CEO argued that the salespeople were just too lazy to make the effort to sell the Digital Master. Lower the compensation on it to the territory reps and everyone will sell the Flow Master at its lower price, the CEO says. The best way to get more Digital Masters is to cut compensation on Flow Masters to 20 points. What do you think should be done? Why?
Explanation
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Again, the issue is not compensation or ...
Selling 8th Edition by Stephen Castleberry,John Tanner
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