MARKETING PLAN EXPLORER

Copyright 2002, Professor Jerome M. Katrichis

 

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V. GENERATION OF ALTERNATIVE MARKETING PLANS

B. 3. A. 3.  Incentives to sell.

 This section deals with how the sales force is compensated.  Compensation in sales forces tends to be derived from salaries, commissions, bonuses and contests.  How the total compensation package is structured will have a large effect on how the sales people deal with customers.  For example, if sales people are compensated strictly through commissions, they are only paid to actually close sales.  In such a case it would be absurd to expect the sales people to deliver a high level of service after the sale.  They would be too busy trying to close other sales.

 

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