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Question Description

Complete Assignment Instructions:

Please read Chapter 8-Building Pay Structures that Recognize Employee Contributions (pages 171-195) before continuing your assignment.For your Unit 5 Complete assignment, you will write a narrative essay (minimum 1500 words narrative) in which you address and discuss the questions and statements listed below while conducting online research on the topics, including both company and non-company sources.Prepare each response in a third person, consultant point-of-view format.Include a minimum of at least four scholarly, peer reviewed articles (at least one minimum for each question below).Be sure to demonstrate a thorough understanding of the READ and ATTEND sections in your essay. Cite your sources in APA format with in-text citations, as appropriate, and place a single labeled reference listing at the end of the assignment to provide full credit to the sources utilized.

References with the articles attached:

Jaramillo, F., & Grisaffe, D. B. (2009). Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling. Journal of Personal Selling & Sales Management, 29(2), 167–178. https://doi-org.bethelu.idm.oclc.org/10.2753/PSS08…

Bhargava, H. K., & Rubel, O. (2019). Sales Force Compensation Design for Two-Sided Market Platforms. Journal of Marketing Research (JMR), 56(4), 666–678. https://doi-org.bethelu.idm.oclc.org/10.1177/00222…

Schuster, J. R., & Knowles Jr., L. (1972). Sales Incentive Plans: What Makes Them Succeed? SAM Advanced Management Journal (00360805), 37(3), 30.

Liggett, M. H. (1987). The Two-Tiered Labor-Management Agreement and the Duty of Fair Representation. Labor Law Journal, 38(4), 236–242.


Martocchio, J. J. (2013). Strategic compensation: A human resource management approach (7th

ed.). Pearson.

Complete Assignment questions:

For the first three questions, read the case “A New Sales Representative” on pages 197-198 of the textbook that considers employee contributions and embedded pay structures.Answer the following:

  • Identify and describe at least three sales objectives for the new sales representative.
  • Describe the role the compensation design will play in motivating the new sales representative.
  • Describe the sales incentive plan you recommend. Explain how the sales incentive plan you are recommending will motivate the new sales representative to meet the sales objectives you identifie

Other chapter topic question:

  • What are the pros and cons of two-tiered pay systems?