Personal Selling Ch. 16

Personal Selling Ch. 16 - Sarah Anderson Personal Selling...

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Sarah Anderson Personal Selling Ch. 16 Written David Smith Prepare and submit written definitions to each of the “KEY TERMS” listed on page 446. activity quota- Type of quota that sets minimal behavioral expectations for a salesperson's activities. Used when the sales cycle is long and sales are few. Controls activities of salespeople. Bonus- lump-sum incentive payment based on performance. bottom-up forecasting- forecast compiled by adding up each salesperson's forecast for total company sales. Cap- A limit placed on a salesperson's earnings. combination plan- Compensation plan that provides salary and commission; offers the greatest flexibility for motivating and controlling the activities of salespeople commission- incentive payment for an individual sale; often a percentage of the sale price. commission base- Unit of analysis used to determine commissions; for example, unit sales, dollar sales, or gross margin. commission rate- Percentage of base paid or the amount per base unit in a commission compensation plan: for example, a percentage of dollar sales or an amount per unit sold.
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