ABSTRACT
The opening vignette introduces several important points regarding salesforce motivation and reward system management. All organizations must be vigilant in their efforts to produce desired results at a reasonable cost. The vignette also points out the importance of tying sales compensation to a changing economic environment and changing the compensation plan to achieve emerging priorities. Finally, sales organizations should take steps to administer compensation plans in an effi cient manner, to include the use of appropriate technologies to communicate and analyze sales compensation.
