The following are three problems often faced by sales managers:

a) Salespeople tend to overemphasize the easy-to-sell parts of multiple product lines in an effort to build sales volume;

other, more profitable lines are forced into the background.

b) Salespeople are not taking time to develop new accounts.

c) To improve a company’s long-term position, salespeople should be doing more missionary work and developing long-term customers to meet expected competition.

Suggest a specific type of compensation plan that may be used to solve each of these problems.