Sun-Netscape alliance to test sales-force compensation system

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San Jose, Calif.--The joint America Online and Sun Microsystems effort to sell software and services to businesses will be one of the first to use a sales-force compensation system that matches Web-based reporting against real-world techniques. Callidus Software, San Jose, Calif., said the Sun-Netscape Alliance has purchased its TrueComp compensation system, priced at $350,000, to calculate how 600 sales force employees at Sun and America Online will be paid. Sales-force compensation is becoming an increasingly knotty issue for businesses looking to market and sell products and services on the Web, according to Tracy Emerick, president of business-to-business direct marketing consulting firm Taurus Direct Marketing, Hampton, N.H. Mr. Emerick says one of the primary impediments preventing many brick-and-mortar firms from aggressively marketing and selling on the Internet is resistance among sales forces uncertain about how the channel will affect commissions.
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