When it comes to genuine quality do you measure up?

While too many manufacturers (and perhaps too many distributors too) appear to care more about tomorrow’s new business than next year’s margins, some offices are beginning to take the quality of the sale into account, and about time too. When quality really matters, such as a long-term product range with upfront commission, sellers should not be remunerated on volume alone because any old salesman, or young as the case may be, can flog products on the basis of being cheaper than someone else. As I’ve explained here before, the answer in protection isn’t to scrap commission, but to get f...