Compensation--A Tale of Two Distributors
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When it comes to brand-new sales representatives, does the compensation formula change? For MAC Graphics Group and SBF, it initially does. Both companies start new salespeople with a salary. According to Cronin, at MAC Graphics Group, the salary is effective for an agreed-upon time, with a decreasing salary matching an increasing commission level. SBF determines how long new salespeople are salaried according to their performance.
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