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Effective Selling ...
Sales Management ...
Salary plus incentive is quite usual where the job includes other duties besides straight selling. The arrangement usually
doesn't work. The only way for the salespeople to make more money is to increase sales. Thus, the salespeople concentrate
on selling and ignore their other duties.
Exceptions: When special industry expertise is needed some guarantee beside straight commission may be necessary to
attract competent people. And salary plus commission works when sales volume is at least fairly predictable. The commission
element serves as an incentive bonus to insure that salespeople put forth maximum effort.
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