Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 6

The company is planning to create a new position of product specialist. This salesperson will work with territory managers and will have a sales quota for Digital Masters only. The product specialist will work with one sales team (8 to 12 salespeople) and once aterritory rep has identified a Digital Master prospect, the rep will bring in the product specialist. How should the compensation plan be adjusted? Why?