1. What are the sales objectives for the new Sales Representative? 2. What role will the compensation...

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1. What are the sales objectives for the new Sales Representative?

2. What role will the compensation design play in motivating the new Sales Representative?

3. What kind of sales incentive plan do you recommend? Why?

4. Compare and contrast merit pay systems and sales compensation.

5. Briefly discuss designing job-based pay system (i.e. merit pay, sales incentive pay) and person-focused programs. What considerations arise when making a transition from using a job-based pay system to using pay-for-knowledge?

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Strategic Compensation A Human Resource Management Approach

ISBN: 978-0133802023

8th edition

Authors: Joseph J. Martocchio

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Question Posted: Dec 30, 2014 08:18 AM

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1. What are the sales objectives for the new Sales Representative? 2. What role will the compensation...

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1 The sales objectives for the new Sales Representative include opening new accounts and growing sales with current accounts 2 It is important that th...View the full answer

Strategic Compensation A Human Resource Management Approach

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