Chapter 1
Why Sales Compensation?
THE ROLE OF THE SALES FORCE
The role of the sales force is clear: sell the company’s products and services to new and existing customers.
Of course, most of us can easily visualize the “classic” salesperson. Our able and determined salesperson has a geographic territory, traveling from one account to another, visiting customers and potential buyers, and demonstrating the latest gizmo easily drawn from a sample kit or well presented in a glossy brochure. However, this typical image is not fully consistent with today’s modern complex sales force. Although our fabled territory sales rep is not gone, he or she has been joined by a cadre of sellers. Many companies now sell through multiple sales channels. Our territory ...
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