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? L01

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Human Resource Management

ISBN: 9781292129099

10th Edition

Authors: Derek Torrington, Laura Hall, Stephen Taylor, Carol Atkinson

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