讲义教程分析2021及课件week.pptxVIP

Week 7: Sales Force Compensation and Performance Evaluation BU.430.740Sales Force and Channels of DistributionNing Li, Ph.D.AgendaFedEx case analysis dueSimulation: Review of simulation Round 3Discussion: Sales force compensation and performance evaluationArticle: Ultimately Accountable Job: Leading Today’s Sales OrganizationProject PPT/report due next week (2 days before Class 8)Wrap-upChapter 11 Salesperson Compensation and IncentivesLearning objectives:Discuss advantages/limitations of straight salary, straight commission, combination plansUnderstand effective use of sales contests and thei