Listed here are two different firms. Which salesforce compensation plan would you recommend for each firm, and

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Listed here are two different firms. Which salesforce compensation plan would you recommend for each firm, and what reasons would you give for your recommendations?

(a) A newly formed company that sells lawn care equipment on a door-to-door basis directly to consumers;

and

(b) the Nabisco Company, which sells heavily advertised products in supermarkets by having the salesforce call on these stores and arrange shelves, set up displays, and make presentations to store buying committees.

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Marketing

ISBN: 9781260471236

15th Edition

Authors: Roger Kerin, Steven Hartley, William Rudelius

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