No changes will be made to the compensation program or quotas if the territory changes affect less than 15% of the performance opportunity. There is no retention of any historical sales or revenue credit when an account moves from one territory to another. In no case will two sales personnel receive credit for the same account. (See Sales Crediting, starting at the bottom of p. 145.) For target incentive commission plans, if the territory changes affect more than 15% of the performance opportunity, declines of greater than 15% will be protected with a guaranteed minimum payment. If performance opportunity increases greater than 15%, the dollar amount where progressive ramps increase will be adjusted upward by the estimated percent of performance opportunity expansion. For target incentive bonus plans, if the territory changes affect more than 15% of the performance opportunity, the quotas will be adjusted to match the expected increase or decrease in performance opportunity.
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Any reference to Ethernet today usually means the IEEE 802.3 standards-based Ethernet [1]. The CSMA/CD is hardly used anymore, except in half-duplex, shared media environments; instead sophisticated switches and other equipment are used in a full-duplex fashion in star-topologies where the issue of collisions is moot.24
FIGURE 1.35
Glossary
1-24
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Compensation Target Bonus Formula Expressed as x % of Sales Production Low Low Target 100% Percent of Sales Production High