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Individual Annuity Market: Table of Contents

INTRODUCTION

EXTERNAL WHOLESALER
210 Position Description & Scope Information
220 Base Compensation — Salary
221 Base Compensation — Car Allowance
230 Incentive Compensation — Commission and Bonus
231 Incentive Compensation — Performance Measures
240 Total Cash
250 Percentage of Fixed and Variable Pay
260 Long-Term Incentive
270 Other Compensation
280 Sales Production, Targets, Cost of Sales and Productivity

INTERNAL WHOLESALER
310 Position Description & Scope Information
320 Base Compensation — Salary
330 Incentive Compensation — Commission and Bonus
331 Incentive Compensation — Performance Measures
340 Total Cash
350 Percentage of Fixed and Variable Pay
360 Other Compensation
370 Sales Targets

HYBRID WHOLESALER
410 Position Description & Scope Information
420 Base Compensation — Salary
421 Base Compensation — Car Allowance
430 Incentive Compensation — Commission and Bonus
431 Incentive Compensation — Performance Measures
440 Total Cash
450 Percentage of Fixed and Variable Pay
460 Other Compensation
470 Sales Production, Targets, Cost of Sales and Productivity

SALES DESK MANAGER
510 Position Description & Scope Information
520 Base Compensation — Salary
530 Incentive Compensation — Commission and Bonus
531 Incentive Compensation — Performance Measures
540 Total Cash
550 Percentage of Fixed and Variable Pay
560 Other Compensation
570 Sales Targets

KEY ACCOUNTS MANAGER
610 Position Description & Scope Information
620 Base Compensation — Salary
621 Base Compensation — Car Allowance
630 Incentive Compensation — Commission and Bonus
631 Incentive Compensation — Performance Measures
640 Total Cash
650 Percentage of Fixed and Variable Pay
660 Long-Term Incentive
670 Other Compensation
680 Sales Production and Targets

DIVISIONAL SALES MANAGER
710 Position Description & Scope Information
720 Base Compensation — Salary
721 Base Compensation — Car Allowance
730 Incentive Compensation — Commission and Bonus
731 Incentive Compensation — Performance Measures
740 Total Cash
750 Percentage of Fixed and Variable Pay
760 Long-Term Incentive
770 Other Compensation
780 Sales Production and Targets

NATIONAL SALES MANAGER
810 Position Description & Scope Information
820 Base Compensation — Salary
821 Base Compensation — Car Allowance
830 Incentive Compensation — Commission and Bonus
831 Incentive Compensation — Performance Measures
840 Total Cash
850 Percentage of Fixed and Variable Pay
860 Long-Term Incentive
870 Other Compensation
880 Sales Production and Targets

BENCHMARKS
910 Compensation Dispersion — External Wholesaler
920 Compensation Dispersion — Internal Wholesaler
930 Compensation Dispersion — Hybrid Wholesaler
940 External Wholesaler Pay Progression Analysis
941 External Wholesaler Production Progression Analysis
950 External Wholesaler Tenure Distribution
960 Internal Wholesaler Pay Progression Analysis
970 Internal Wholesaler Tenure Distribution
980 Hybrid Wholesaler Pay Progression Analysis
981 Hybrid Wholesaler Production Progression Analysis
990 Hybrid Wholesaler Tenure Distribution