Sid Chadwick

To feed or divert a discontented populace, the ancient Romans offered bread and circuses. And, to a certain extent, they met with success. Their idea lingers in today's world of graphic arts sales compensation; some printers pay straight salaries to their sales forces, while other printers add various incentives and bonuses. Despite what many consider to be the intrinsic nature of motivation, incentive plans can help boost individual performance in certain situations. In this second of two installments (see March issue, page 56), Printing Impressions reviews incentive plans and other issues relative to commercial printing sales compensation. Various industry players share their thoughts and

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