Mgt 103 - [Eberhard]

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