A company's compensation plan should reflect its overall marketing strategy For example if the overall strategy is to grow rapidly and gain market share the compensation plan should reward ?
Correct answer: C. high sales performance and encourage capturing new accounts
- A. loyalty and perseverance
- B. spot selling and old product rejuvenation
- C. high sales performance and encourage capturing new accounts
- D. high pressure situations and competitive reaction
Explanation
A rapid-growth strategy requires salespeople to increase current sales while opening new accounts and expanding market share. Therefore, compensation should reward strong sales performance and customer acquisition.
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