• Defining the sales job
  • Consider the company general compensation structure
  • Consider compensation patterns in community and industry.
  • Determine compensation level.

The Sales force compensation structure

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1.         Financial compensation

(a)        Direct payment of money

2.         Non-financial compensation

(a)        Opportunity to advances in the job

(b)        Recognition in the firm

(c)        Enjoyment

Direct  payment of financial compensation:

1.         Level of earning (total amount to be paid for a given period of time)

2.         Method of payment (plan by which the workers reach the intended level)

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