When developing a sales compensation plan with incentive ceilings,it is a good idea to:

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Quizplus · Accepted Answer

Pretesting the plan using sales records helps ensure the plan is effective and provides a realistic view of potential earnings for salespeople. Consulting customers may provide insight into their buying behaviors, but may not necessarily inform the sales compensation plan itself. Allowing salespeople to define the ceiling may result in unrealistic expectations and potential conflict between salespeople. Therefore, B is the best choice.

When Developing a Sales Compensation Plan with Incentive Ceilings,it Is