White Chemical Company is examining its selling strategy and one of the issues it believes needs attention is the role its sales staff has in undertaking sales support (non-selling)activities;yet it wants to keep the salespeople directed towards increasing sales for the next year.If you did not know which plan the firm presently uses,what advice would you give?

Question

Quizplus · Accepted Answer

Providing a base salary and a commission on sales generated would incentivize salespeople to focus on increasing sales while also allowing them to address non-selling activities as needed. This would strike a balance between increasing sales and providing adequate support for those sales. Option B may not be feasible if the budget is limited, and option C may only motivate those who are already high-performing rather than incentivizing improvement. Option D does not provide a direct link between sales and compensation, and option E may not be adequate if sales do not improve significantly.

White Chemical Company Is Examining Its Selling Strategy and One