White Chemical Company is examining its selling strategy and one of the issues it believes needs attention is the role its sales staff has in undertaking sales support (non-selling)activities; yet it wants to keep the salespeople directed towards increasing sales for the next year. If you did NOT know which plan it presently uses, what advice would you give?

Question

Quizplus · Accepted Answer

Providing a base salary and a commission on sales generated will keep the salespeople motivated to increase sales, while also giving them an incentive to provide sales support activities, as it will benefit their overall sales. Giving year-end bonuses or raises may not necessarily motivate all salespeople to perform their non-selling activities, and offering straight salaries may not incentivize the salesforce to work harder towards increasing sales.

White Chemical Company Is Examining Its Selling Strategy and One