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Unformatted text preview: set solely by the respective principals. The salesforce will negotiate on their behalf. If special pricing is required, authorisation will be sought from these principals. On occasions profit margins derived from commissions on these sales can be as low as 5%. The marketing department is also responsible for conducting product training for the sales staff. The Sales Manager and Customer Services Supervisors are responsible for the initial training of new sales staff and customer services representatives respectively. There is no continuous training programme. After salespeople have been on-board for a few months or after probation, they simply slot into their jobs and are scarcely trained again. An annual budget of about 0.10f sales is set aside for "settling-in" training. Staff development programmes are also lacking < previous page page_193 next page >...
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- Spring '11