SPECIAL REPORT VARIABLE DATA PRINTING -- Compensating Digital
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Incentive plans for CSRs are popular for traditional commercial printers, but are not very sophisticated. Typically, these plans are based on a percent of sales for the CSR's accounts.
However, because of distribution of accounts and account transfers and account inheritance, this type of plan can have its unexpected drawbacks from the CSR's perspective. Still, they have proven popular, and we've seen incentives based on 0.5 to 1.5 percent of sales (either gross margin or value-added).
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