Sales Compensation (Part II)--Bread and Circuses

Fiel believes that a sales force is superfluous to his business since about 55 percent of print orders are received via the Internet or high speed T-1 or ISDN lines.

"With wire transfer, there is no middleman to explain these files. The prime job of a salesperson is to open the door and start a sales dialogue or customer relationship," Fiel explains. "But with the latest technology, the preflight department and CSR department have complete linkage with the customer, not the salesperson," he adds.