As a sales manager you must design a compensation plan that meets the firm's goals as well as the needs of both the firm's customers as well as your sales force. This may be difficult, as some plans encourage salespeople to sell more inventory than is needed - resulting in unhappy customers.

Question

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Designing a compensation plan that balances the interests of the firm, customers, and sales force can be a challenge, as some plans may incentivize salespeople to push too much inventory, leading to dissatisfied customers.

As a Sales Manager You Must Design a Compensation Plan