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For example, as shown in Figure 5 - 2, Global Computers territory sales managers receive sales credit for their subordinates' transactions, while territory sales consultants also receive credit for performing consulting work that might be necessary to close business.

As shown in Figure 5 - 2, you can allocate sales credit for a commission transaction:

• To one or more of a salesperson's supervisors, who are above him in an organizational hierarchy.

• To one or more of a salesperson's peers, who are at the same level in the organizational hierarchy.

How Does a Salesperson Hierarchy Work? explains how to implement both types of sales credit distribution. You include in the hierarchy only those salespeople whose sales credit rolls up or across to other salespeople; thus, the hierarchy might not necessarily reflect the true organizational structure of your sales force.