The case does not mention how the sales force is compensated salary, commission, or some combination. Assume
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The case does not mention how the sales force is compensated— salary, commission, or some combination. Assume they are compensated by straight (100 percent) salary and the company changes to a straight (100 percent) commission compensation. How might this affect how the salespeople behave? What behaviors might become more common? What behaviors might become less common?
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In managing a sales force companies use several compensation practices The common remuneration metho...View the full answer
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Related Book For 
Essentials Of Marketing
ISBN: 9781259573538
15th Edition
Authors: William Perreault, Joseph Cannon, E. Jerome McCarthy
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