IBM's Revamping of Its Sales Compensation Scheme Led to Some

question 75

Multiple Choice

IBM's revamping of its sales compensation scheme led to some valuable information. Which of the following is NOT one of them?

• A) Do involve representatives from key countries.
• B) Do allow local managers to decide the mix between base and incentive pay.
• C) Do use consistent performance measures.
• D) Do allow local countries flexibility in implementations.
• E) Do assume that cultural differences can be managed through the incentive plan.

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Definitions:

Production

The process of creating goods and services using labor, machinery, tools, and chemical or biological processing or formulation.

December

The last month of the year according to the Gregorian calendar, which is the twelfth.

Cash Disbursements

Payments made by a business in cash or cash equivalents, including expenses, debt payments, and distributions to owners.

Net Income

The total profit or loss of a company after all expenses, including taxes and interest, have been deducted from total revenue.