Marketing Management 1st Edition by Greg Marshall,Mark Johnston

Exercise 9

You are vice president of Sales for a medium-sized technology firm and have been asked to design a new compensation package for the company's national sales force of 50 people. Currently, they are paid solely on commission with average compensation of $75,000 - $100,000. The CEO is concerned about customer service and wants the salespeople to focus more on servicing existing customers. What compensation plan would you suggest