Question: 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?

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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