Sales Compensation--Fair Play, Fair Pay

In addition, printers should consider the following personnel elements of the compensation issue:

* Personnel: Pillars of Your Temple
What is the mind-set of a successful salesperson? Let's pardon generalizations for a minute and divide salespeople into two groups: "hunters" and "farmers." Let's consider the hunter as someone who thrives on face-to-face cold calling. An aggressive new business seeker, he or she does whatever it takes to land a new account.