1. Do you think the compensation system at Collegiate Promotions is effective?
2. Why would a sales representative try to sell at the top of the price range? Why at the bottom of the price range? Do
you predict that most sales are made at the top or bottom of the range of possible prices?
3. How does the lack of geographically protected sales areas affect salespersons' behavior?
4. How committed do you think the independent contractors are to Collegiate Promotions? What are some positive
features of the independent contractor status for the organization? What might be some positive features for the
independent representatives? Would you expect sales representatives to have long-term associations with
the
company?