One disadvantage of commission plans is that salespeople may neglect cultivating potentially profitable long-run customers in favor of easy sales.

Question

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Commission plans often incentivize salespeople to focus on achieving short-term results rather than building relationships with customers who may provide long-term revenue. Therefore, they may prioritize making quick and easy sales rather than investing time in cultivating relationships with potential high-value customers.

One Disadvantage of Commission Plans Is That Salespeople May Neglect