8-1. Respond to the following statement: “pay grades limit a company´s ability to

achieve competitive advantage.” Do you agree? Provide a rationale for your


8-3. Describe some ethical dilemmas sales professionals may encounter. How can

sales compensations programs be modified to minimize ethical dilemmas?

8-5. Compression represents a serious dysfunction of pay structures. Discuss

some of the major ramifications of compression. Also, discuss how companies can

minimize or avoid these ramifications.

9-2. Discuss your views about whether discretionary employee benefits should be

an entitlement or something earned based on job performance.

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