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Principles of a Successful Compensation Plan

by Dan Jensen, Jenkon International, Inc. Introduction A compensation plan that fails to motivate the company’s representatives will stagnate that company faster than any other factor. While there may be many other factors that contribute to the success or failure of a direct selling company, the compensation plan is probably the biggest. I have often been …

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Industry Definitions

by Dan Jensen, Jenkon International, Inc. Accumulated Group Volume (AGV) A Representative’s group volume from the day he or she becomes a Representative to present. This value does not clear or reset each commission period; it continues to grow. Accumulated Personal Volume (APV) A Representative’s personal volume from the day he or she becomes a Representative …

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Do You Really Understand Your Compensation Plan?

By Jay Leisner, Sylvina Consulting – jay@sylvina.com Direct selling compensation plans should be designed to motivate and reward 7 key behaviors. These include Personal consumption Sales to retail customers Sponsoring new representatives Supporting representatives Personal leadership development Developing others into leaders Helping other leaders to develop leaders What if your compensation plan wasn’t performing too well? …

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Direct Selling Differences: Network Marketing Vs. Party Plan

By Jay Leisner, Sylvina Consulting As business consultants, we are often asked about the differences between network marketing companies (also known as MLM companies) and home party plan companies. Both types of companies have independent sales representatives who earn commissions on personal sales and bonuses on the sales of others. However, there are important differences …

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Differentiating Customer Satisfaction, Right To Cancel and Buy-Back

The three terms, customer satisfaction, right to cancel and buy-back, are at times used interchangeably and they should not be. They serve different purposes and have different legal consequences. The purpose of this article is to help clear up some of the confusion existing between the terms. The information below is in the context of …

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The Mail/Telephone Order Merchandise Rule – Sometimes Called the “30 Day Rule”

This rule is enforced by the Federal Trade Commission, and covers merchandise ordered by mail, telephone, computer and fax machine. The rule is of utmost importance to the Direct Marketing Industry, but is applicable to everyone. As more and more Direct Sellers “direct fulfill” – careful attention should be paid to this rule. The rule …

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