A Compensation Analogy for Grading Students in Sales Management Courses
Journal of Marketing EducationPublished 1 August 1992
Thomas R. Wotruba
Citations3
SJR quartileQ1
SJR score0.92
SNIP1.81
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Abstract
This article presents a grading plan for students in a sales management course that is analogous to a compensation plan for salespeople. A detailed example of how the plan can be applied is presented, based on the author's experience in undergraduate sales management classes.
Keywords
Decision SciencesBusiness, Management and Accounting
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