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Chapter 11

A sales manager says, "You can never hold enough sales contests for your salespeople. The more the merrier...they are guaranteed to increase your business," Evaluate this statement.

Veteran salespeople can pose unique challenges in terms of compensation. Why? What would you suggest in terms of designing a compensation plan that would motivate a veteran sales rep?

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Solution Summary

Incentives for sales employees are explained.

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This statement is true to a certain extent. Salespeople need motivation in order to sell. However, the motivation has to be meaningful, meaning that if there is a contest every week and it is the same, it loses its meaning. ...

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