MKTG 4200 Lecture Notes - Lecture 2: Fixed Cost, New Current
18 Dec 2017
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Acceptable ratio of costs to sales force output in volume, profit, or other objectives. Encourage activities consistent with firm"s overall, marketing, and sales force objectives a. Attract and retain competent salespeople, thereby enhancing long-term customer relatio. Be clear and be flexible enough to allow adjustments that facilitate administration. Building a long-term relationship so that when they have needs, you are the ones that they think of. Provides security and stability (not according to tom - not a wide fluctuation) Ensures proper treatment of customers (i. e. through follow-up) - nothing is going to. You typically get less qualified and dedicated people. Good if the company is not financially stable - only get paid if they produce. Company likes this because it keeps things simple. At a certain point, get more commission per sale. Attainment levels of quota (percentage wise) - you know what the reward is. Regressive commission on) ng to ensure it d is.
