With straight commission compensation , the salespeople are paid according to results such as sales or profits. With combination compensation, the marketer pays a salary plus commissions. E. Sales Force Evaluation 1. Salespeople need feedback about their performance. Sales force evaluation provides feedback and turns up performance problems.
Marketers can set both qualitative and quantitative standards for sales performance.
Quantitative standards are objective standards derived from calculable measures. Each salesperson or team may have a sales quota , a minimum level of sales or profits to be attained. Qualitative standards are tied to more subjective measures of sales performance such as customer satisfaction or repeat purchases. Standards for team performance are a blend of individual and team measures. Finally, analyze performance by comparing actual results against standards, reward sales accomplishments, and pinpoint areas for improvement.