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Mgt 103 - [Eberhard]

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Exam (elaborations)

Mgt 103 - [Eberhard]

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2024/2025

Institution MGT 103 - [EBERHARD]

Course MGT 103 - [EBERHARD]

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MGT 103 - [EBERHARD] QUESTIONS AND ANSWERS 2025

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MGT 103 - [EBERHARD]

Types of sales compensation: - ANSWERS-base Salary/benefits

bonus

Sales contests

marketing mix that Dexcom uses - ANSWERS-product, price,
promotion, partners

3 sales incentive plans - ANSWERS-ranking bonus plan

commission based bonus plan

goal based bonus plan

ranking bonus plan: what is it? - ANSWERS-whoever does the best
gets the most, worst person gets $0

rarely used

ranking bonus plan: pros - ANSWERS-easy to understand

,easy to budget

May limit rep sharing/cooperation

no accounting for variance among territory sizes

ranking bonus plan: cons - ANSWERS-reps hate it

management hates it

commission based bonus plan: what is it? - ANSWERS-your bonus is
based on the number of sales you make

commission based bonus plan: pros - ANSWERS-highly motivating
to most reps

often supported by sales management, finance, and senior
management

commission based bonus plan: cons - ANSWERS-doesn't account for
variability among territories

goal based plan: when is it used? - ANSWERS-most commonly used,
but NOT during launch period

, goal based plan: pros - ANSWERS-used often for established
products and markets

factors in variance among territories

goal based plan: cons - ANSWERS-ever present "cloud" among sales
reps

what bonus plan is used at product launch and between 0-6 months of
product launch? - ANSWERS-commission plan

what bonus plan is used post-product launch (6 months and on)? -
ANSWERS-goal based plan

Base to bonus splits vary by industry (T/F) - ANSWERS-True

7 dirty words of sales - ANSWERS-leveled

peaked

plateaued

stagnated

stalled

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Uploaded on: July 31, 2025
Number of pages: 25
Written in: 2024/2025
Type: Exam (elaborations)
Contains: Questions & answers

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