The selling is largely direct. Sales are strongly influenced by factors outside the salesperson's control. There is a high emphasis on customer service. Internal career possibilities are relatively high. The company or product is in a start-up mode, and sales are very difficult to forecast.
Most companies vary their base salaries by grade of salesperson or even by individual.
The larger the company, the more likely it is to vary its base salaries. When salaries do vary, the determining factor is most likely job level or grade. Order online , or read the full Chapter 2 online.