A double-edged sword

Parker, Paul K.
January 1995
Credit World;Jan/Feb95, Vol. 83 Issue 3, p22
Trade Publication
Discusses the advantages and disadvantages of the use of commission and incentive plans as compensation strategies for collectors in a collection agency. Commissions as proven powerful motivator for collectors; Comparison between the performances of collectors on salary and on commission; Advice on how to deal with problems regarding the use of commissions as compensation.


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