Straight salary plans often do not provide strong incentive for extra effort.
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Q8: As a sales manager you must design
Q9: According to the Customer-Product Matrix, sales positions
Q10: It is usually easy to design pay
Q11: Under a straight commission plan, sales managers
Q12: Compensation plans should be designed to encourage
Q14: The ideal compensation plan motivates salespeople to
Q15: Salary compensation plans tend to overpay the
Q16: Selling situations that require salespeople to perform
Q17: When the economy and sales are expanding,
Q18: In designing plans one must balance the
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