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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