Manufacturers with rep-based sales forces must start moving toward activity-based compensation programs to keep pace with the expanding package of services independent manufacturers' reps now perform, according to Hank Bergson, president, National Electrical Manufacturers' Representatives Association (NEMRA), Tarrytown, N.Y.
In Electrical Wholesaling's cover story this month, Bergson said the most progressive rep compensation programs utilize an activity-based compensation phil
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