How might the structure of salespersons incentives or compensation plans contribute to unprofitable customer relationships?

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How might the structure of salespersons’ incentives or compensation plans contribute to unprofitable customer relationships?

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Management Accounting Information for Decision-Making and Strategy Execution

ISBN: 978-0137024971

6th Edition

Authors: Anthony A. Atkinson, Robert S. Kaplan, Ella Mae Matsumura, S. Mark Young

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Question Posted: Oct 30, 2011 08:25 AM

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How might the structure of salespersons incentives or compensation plans contribute to unprofitable customer relationships?

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Management Accounting Information for Decision-Making and Strategy Execution

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