At a manufacturer of outdoor furniture and accessories,the marketing and salesforce objectives are to grow relationships with existing customers,while at the same time acquiring new business.Which of the following salesforce compensation plans is most likely to encourage the salesforce to pursue both of these objectives?

Question

Quizplus · Accepted Answer

A compensation plan that combines salary, commission, and a bonus for acquiring new accounts will provide the most motivation for the salesforce to pursue both objectives. The salary component ensures stability and rewards good performance, while the commission incentivizes closing deals with existing and new customers. The bonus for acquiring new accounts gives an added incentive to focus on acquiring new business, while still maintaining relationships with existing customers.

At a Manufacturer of Outdoor Furniture and Accessories,the Marketing and Salesforce