You Are the Sales Manager of a Company That Manufactures

question 107

Essay

You are the sales manager of a company that manufactures and markets server computers. The company's products require high-involvement from the sellers and require salespeople to provide complex and technical information. What kind of a compensation structure do you select for your sales representatives?

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Definitions:

Open Systems Theory

The assumption that organizations are systems that interact with their environments to obtain resources or inputs and transform them into outputs returned to the environment for consumption.

Environmental Influences

Factors in an individual's immediate surroundings that affect their ability to work or perform effectively.

Organizational Efficiency

The ability of an organization to achieve its goals with the minimum expenditure of time, money, and effort.

Economic Factors

Elements that influence the functioning of an economy, including inflation rates, employment levels, GDP growth, and others.