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page_194 next page > Page 194 and the company provides limited subsidies, on a case by case basis, to employees who want to attend outside courses. In a good year, a salesperson can earn commission as high as eight to nine months of basic salary equivalent. Salespeople are still unhappy with the commission scheme as it has a ceiling imposed on it. To meet a sales quota, most salespeople only sell high margin and easy to sell products. Low margin and difficult to sell products, which require a lot of sales follow-up, have been ignored. There are no additional incentives to motivate extra effort. The Sales Manager is responsible for setting an annual sales quota after consulting with individual salespeople. Each salesperson is required to submit a six month rolling sales forecast at the beginning of each month. The majority of salespeople submit their reports and forecasts late. There is no proper routeing
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