Listed here are two different firms. Which compensation plan would you recommend for each firm, and what reasons would you give for your recommendations? (a) A newly formed company that sells lawn care equipment on a door-to-door basis directly to consumers; and (b) the Nabisco Company, which sells heavily advertised products in supermarkets by having the salesforce call on these stores and arrange shelves, set up displays, and make presentations to store buying committees

Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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Listed here are two different firms. Which compensation plan would you recommend for each
firm, and what reasons would you give for your
recommendations? (a) A newly formed company
that sells lawn care equipment on a door-to-door
basis directly to consumers; and (b) the Nabisco
Company, which sells heavily advertised products in supermarkets by having the salesforce
call on these stores and arrange shelves, set up
displays, and make presentations to store buying
committees

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