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Lecture Dalrymple's sales management: Concepts and cases – Chapter 13: Evaluating performance

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This chapter presents the following content: Goals of a sales force reward system, the customer-product matrix, compensating salespeople, aligning pay with strategy, use of compensation plans, advantages of frequent vs. infrequent incentive payments,. | Lecture Dalrymple's sales management: Concepts and cases – Chapter 13: Evaluating performance

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