MARKETING AND SALES MANAGEMENT
CHECK-POINT 18: SALES FORCE COMPENSATION

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  1. WHAT IS A SALES FORCE COMPENSATION PLAN?
  2. STEP 1: ESTABLISH COMPENSATION OBJECTIVES
  3. STEP 2: SELECT COMPENSATION METHODS
  4. WHAT IS A STRAIGHT SALARY PLAN?
  5. WHAT IS A STRAIGHT COMMISSION PLAN?
  6. WHAT IS A SALARY-PLUS-COMMISSION PLAN?
  7. WHAT IS A SALARY-PLUS-BONUS PLAN?
  8. WHAT IS A SALARY-PLUS-BONUS-PLUS-COMMISSION PLAN?
  9. STEP 3: SET APPROPRIATE PAY LEVEL FOR SALES PEOPLE
10. STEP 4: SUMMARIZE SALES EXPENSE ACCOUNT AND FRINGE BENEFITS
11. STEP 5: IMPLEMENT THE SALES COMPENSATION PLAN
12. FOR SERIOUS BUSINESS OWNERS ONLY
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