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incentive plans to manage sales performance Further, sales compensation is not a birthright of salespeople We estimate that 20 percent of all sales personnel are paid with a salary-only program without any variable pay plan Regardless of the pay plan, high-performing sales organizations feature ongoing leadership communication and robust performance measurement systems, whether these functions are found in the sales compensation plan or projected through effective sales management, or are a combination of both Yes, we agree, the economic transactional value of the incentive compensation dollars does provide motivation for increased performance However, we consider it complementary to other factors such as pride of performance, supervision, affiliation, and goal accomplishment Well-run sales departments treat sales compensation as one of several levers of effective management Along with other management tools, sales compensation can play a contributing role to successful sales production However, it cannot be the only factor because alone it cannot provide leadership, commitment, and purpose of endeavor that effective sales management can so ideally provide

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Naive users are unsophisticated users who interact with the system by invoking one of the application programs that have been written previously For example, a bank teller who needs to transfer $50 from account A to account B invokes a program called transfer This program asks the teller for the amount of money to be transferred, the account from which the money is to be transferred, and the account to which the money is to be transferred As another example, consider a user who wishes to nd her account balance over the World Wide Web Such a user may access a form, where she enters her account number An application program at the Web server then retrieves the account balance, using the given account number, and passes this information back to the user The typical user interface for naive users is a forms interface, where the user can ll in appropriate elds of the form Naive users may also simply read reports generated from the database Application programmers are computer professionals who write application programs Application programmers can choose from many tools to develop user interfaces Rapid application development (RAD) tools are tools that enable an application programmer to construct forms and reports without writing a program There are also special types of programming languages that combine imperative control structures (for example, for loops, while loops and if-then-else statements) with statements of the data manipulation language These languages, sometimes called fourth-generation languages, often include special features to facilitate the generation of forms and the display of data on the screen Most major commercial database systems include a fourthgeneration language Sophisticated users interact with the system without writing programs Instead, they form their requests in a database query language They submit each such query to a query processor, whose function is to break down DML statements into instructions that the storage manager understands Analysts who submit queries to explore data in the database fall in this category Online analytical processing (OLAP) tools simplify analysts tasks by letting them view summaries of data in different ways For instance, an analyst can see total sales by region (for example, North, South, East, and West), or by product, or by a combination of region and product (that is, total sales of each product in each region) The tools also permit the analyst to select speci c regions, look at data in more detail (for example, sales by city within a region) or look at the data in less detail (for example, aggregate products together by category) Another class of tools for analysts is data mining tools, which help them nd certain kinds of patterns in data We study OLAP tools and data mining in 22 Specialized users are sophisticated users who write specialized database applications that do not t into the traditional data-processing framework Among these applications are computer-aided design systems, knowledge-.

ASA 5505 Chassis (Front)

The McGraw Hill Companies, 2001

SSC slot (future)