When designing sales compensation plans, it is important to meet the relationship selling objectives and at the same time appropriately reward the person who has to meet those objectives. How would you design sales compensation plans to match the following different company objectives and sales environmental situations?

a. Company has a high revenue growth objective in a sales environment characterized by frequent product introductions, boom markets, and a loose competitive structure.

b. Company has a protect-and-grow revenue objective in a sales environment characterized by slow growth, many competitors, and few product introductions. The firm’s primary source of differentiation is its excellent sales force. 

c. Company’s objectives are to have an overall revenue growth and balanced product mix sales. The sales environment has multiple customer markets, many product groups, high-growth and low-growth products, and high and low sales intensity.

d. Company’s objective is to maintain revenue and have new account sales growth (that is, conversion selling by taking customers from the competition). The sales environment is a moderate-to-slow–growth marketplace.