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  • What is a disadvantage of commission-based compensation plans? #71
  • What are some factors to consider when developing a compensation plan? #72
  • What is the compensation mix? #73
  • What is the first step in creating an ethical work climate? #74
  • What is the final step in the compensation plan process? #75
  • What is the purpose of rewards and incentive programs in sales management? #76
  • What are some motivation theories used in sales management? #77
  • What are rewards and incentive programs used for in sales management? #78
  • What are some strategies and tools used to motivate salespeople? #79
  • What are some additional perspectives on motivation in the twenty-first century? #80
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