When the economy and sales are expanding, some firms shift from salary to commission plans to cut expenses and lower fixed costs.
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Q12: Compensation plans should be designed to encourage
Q13: Straight salary plans often do not provide
Q14: The ideal compensation plan motivates salespeople to
Q15: Salary compensation plans tend to overpay the
Q16: Selling situations that require salespeople to perform
Q18: In designing plans one must balance the
Q19: With regard to compensation programs, most firms
Q20: A valid objective in creating commission-based pay
Q21: It is not clear that offering unlimited
Q22: According to compensation surveys, ales managers typically
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