According to the Customer-Product Matrix, sales positions which focus primarily on New Business Development require a greater proportion of __________ in the compensation plan than those sales jobs in the lower left-hand quadrant (Account Management). Sales jobs consisting primarily of Account Management involve a greater account servicing component and are therefore better suited to a primarily __________ form of compensation.

Question

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Sales positions which focus primarily on New Business Development require a greater proportion of commission in the compensation plan as they involve more prospecting and closing deals to generate new business. On the other hand, sales jobs consisting primarily of Account Management involve a greater account servicing component and are better suited to a primarily salary form of compensation, as they focus on maintaining and growing existing customer relationships. Therefore, option C (commission, salary) is the most suitable choice.

According to the Customer-Product Matrix, Sales Positions Which Focus Primarily