SALES

Please read the case and then select one of the vignettes to answer the questions (only answer the questions for either elmenus.com or big belly)There are two vignettes.For Elmenus.com:What should be the goals for the 2016 sales compensation plan at elmenus? Please be specific.Design a compensation plan, including: a) The split between fixed and variable sales compensation; b) The basis for any variable compensation (sales volume? other criteria?); c) The role (if any) of bonuses or contests in sales compensation and motivation; d) Any other changes you would make to sales management at elmenus.For Big Belly:What changes, if any, would you make to the sales compensation plan at Bigbelly? Please be specific.How, if at all, would your plan change for Inside Sales versus Field Sales efforts at the firm?Design a compensation plan, including: a) The split between fixed and variable/incentive sales compensation? b) The basis for any variable compensation (target revenue? Revenue over a period of time? Stations sold? Services sold? Other?) c) The role of bonuses, contests, or other elements in sales compensation and motivation; d) Any other changes you would make at Bigbelly in any areas ranging from hiring, training, customer selection, qualification, performance metrics, or other aspects of sales management. Be prepared to explain what behavior(s) you want to motivate, and why.

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