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Papers On Business - Management
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Benchmarking / Base Salary To Base Plus
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A 10 page research paper that looks at the question of how to change the compensation plan for sales people from salary to base plus commission. The benchmarking approach is taken to investigate what other companies are doing and then to make a recommendation on which plan to adopt. Included in the discussion are the implications involved in making this kind of change. Bibliography lists 8 sources.
Filename: Benchmar.wps

Benchmarking HarperCollins' Approach to E-Book Sales
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A 3 page paper examining HarperCollins' approach to electronic media. Harrison-Keyes has met only with significant problems in developing a sales model centered on electronic formats. It now seeks to benchmark another publishing company. The approach that HarperCollins has taken to e-book distribution thus far is one that can be highly workable at Harrison-Keyes. The only real responsibility is that of digitizing and storing products; online retailers assume all other sales-related responsibilities. This approach can benefit Harrison-Keyes in two ways: preventing the need for immense departures from budgeted IT upgrades and avoiding competing with the retailers that have sold Harrison-Keyes books for years. Bibliography lists 7 sources.
Filename: KSmgmtEbkBnch.rtf

Benchmarking Paper
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This 4 page paper is a benchmarking paper looking at two companies which have faced issues similar to those faced in a case study supplied by the student (Interclean). The issues are identified, the actions taken by the companies discussed and the outcome assessed. The issues benchmarked are the need for integration of an acquired company and a company that needed to retrain its' sales representatives in order to provide a higher level of service. The bibliography cites 1 source.
Filename: TEbencic.rtf

Benchmarking: An Informational Overview
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A 4 page paper which examines the decision-making tool by describing the technique, providing an application example, and also discusses when one would and would not use the technique. Bibliography lists 4 sources.
Filename: TGbenchmrk.rtf


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