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Sales Management Case Study

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Read the MedTech Pharmaceuticals case at the end of Chapter 13. Each question should be discussed thoroughly.APA formatting, 1200 word count and in text citations with 3 references. One can be the book which is uploaded.

Johnston, M. & Marshall, G., Relationship Selling,

3rd ed., 2009. Retrieved from

  1. Provide a summary of the case including an analysis of the key facts and potential dilemma.
  2. Discuss the advantages and disadvantages of MedTech paying employees on a straight commission basis.
  3. What are the differences between direct and limited reimbursement plans? Which do you think would work best in this case? Justify your response.
  4. Assume you are Harold. What specific changes do you think should be made to the compensation program? Why?

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