Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 10

The VP of sales managed to get the product specialist idea approved by the CEO , even though the CEO argued that the salespeople were just too lazy to make the effort to sell the Digital Master. Lower the compensation on it to the territory reps and everyone will sell the Flow Master at its lower price, the CEO says. The best way to get more Digital Masters is to cut compensation on Flow Masters to 20 points. What do you think should be done Why