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A. To develop and maintain a highly productive sales force, an organization must formulate and administer a compensation plan that attracts, motivates, and retains

A. To develop and maintain a highly productive sales force, an organization must formulate and administer a compensation plan that attracts, motivates, and retains the most effective individuals. 1. Identify and describe the three (3) basic methods of compensating salespeople. 2. List one (1) major advantage and one (1) major disadvantage of the three compensation methods identified in 1 above. 3. In general, which method would you prefer? WHY?

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