Focuses on the compensation plan Fieldcrest sales representatives. Management considers the structure of the plan and to decide how to set the compensation objectives and guiding principles for the next year, so that sales efforts are allocated between the products and / or accounts in a better manner. Provides information about the industry, the competitive environment, the recent changes in the market, and the details of the compensation plan, and comments managers and salespeople. "Hide
by Frank V. Cespedes Source: Harvard Business School 20 pages. Publication Date: November 17, 1986. Prod. #: 587097-PDF-ENG
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