Which of the following is a major trend today in sales force compensation?
A)Straight commission plans are increasing as a percentage of total plans.
B)Companies are designing plans which stress customer satisfaction rather than straight sales volume.
C)The average level of pay is decreasing.
D)Fringe benefits are not being used as much as in the past.
E)Combination plans are declining in popularity.

Question

Quizplus · Accepted Answer

Companies are designing plans which stress customer satisfaction rather than straight sales volume. This trend is seen as a way to align sales incentives with broader company goals focused on building long-term customer relationships and increasing customer loyalty. This approach also helps to differentiate a company's sales force from competitors who may be more focused on short-term sales volume.

Which of the Following Is a Major Trend Today in Sales