Assume you have been hired as the national sales manager for a newly formed electronics distributor. Your salesforce will sell directly to electronics retailers. Although the company is not widely known, it will use little other than salesforce to promote its products in a highly competitive market. Thus, salespeople’s skills are very important. Salespeople will be responsible for providing complete customer service, including handling damage claims, helping with merchandising, providing advice, and following up after the sale to ensure the customer is completely satisfied.

Devise a reward system for your salesforce, being sure to address the type of financial compensation plan you will use and why, as well as the types of nonfinancial compensation you will provide. What role will ethics, recruitment, and selection play in this process? Please explain.