A problem with sales commission is its tendency to reward the quantity of goods sold without having
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A problem with sales commission is its tendency to reward the quantity of goods sold without having regard to the quality of service provided by sales staff. In which circumstances might this have negative consequences? How could a commission-based incentive scheme be adapted to incorporate measures of quality as well as quantity?
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A sales commission structure that solely focuses on the quantity of goods sold can have detrimental consequences if it disregards the quality of servi...View the full answer
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Related Book For 
Human Resource Management
ISBN: 9781292261645
11th Edition
Authors: Derek Torrington, Laura Hall, Stephen Taylor, Carol Atkinson
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