Plan

 

In what respects would a compensation plan differ among salespeople for the following firms? a) the manufacturer of small airplanes used by executives; b) a wholesaler of office equipment and supplies; c) an automobile dealer.

 

Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., Pg. 238-240). New York: McGraw-Hill/Irwin.