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I was going to respond in detail, but Shampine did an excellent job. Structure and management style are critical. Compensation is also essential. Among the various types are commission, salary, mixed, and random.

Each has its own advantages, but the goal of a B2B sales force is simple: get as many people as possible. This creates even more alienation because it is still soliciting.

Depending on how you work it, most types of businesses can avoid this effect creatively.

What products and/or services is your company attempting to sell?