To Discourage a Salesperson from Ruining a Customer Relationship by Pushing

question 168

True/False

To discourage a salesperson from ruining a customer relationship by pushing too hard to close a deal and earn a commission,companies are designing compensation plans that reward salespeople for building customer relationships and growing the long-run value of each customer.

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Definitions:

Special Project

A temporary endeavor with a specific goal and timeline, which may require resources outside of the company's normal work scope.

Relevant Cost

Expenses that are directly tied to a specific business decision, which may affect the outcome of that decision.

Discounted Price

The reduced price of an item after applying a discount, which lowers the selling price from its original level.

Scrap Value

The calculated resale value of an asset at the end of its period of serviceability.