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Technology Stocks : PSFT - Fiscal 1998 - Discussion for the next year -- Ignore unavailable to you. Want to Upgrade?

To: John Carragher who wrote (315)	3/26/1998 10:01:00 AM
From: Melissa McAuliffe	Respond to of 4509

John, It is perfectly normal and done all the time. In fact it is a way of doing business in this industry and something the customers/prospects expect. Couple this with the fact that 3/31 is the end of the sales year for PSFT (vs Q1 for financial reporting) and realize you have sales people out there willing to do just about anything within reason to a)make their numbers which will b)ultimately results in them going to Club which is something none of them want to miss. Unfortunately many do miss it because it is not intended that everyone will make it but it is really one of the critical carrots that motivates them during the year. If someone missed club by $42,500 with the kind of quotas these people carry it would be an absolute shame. Unfortunately, I have seen many miss it by fairly small numbers. Though I am sure PSFT always wants to bring in as much business as possible I don't think they are in desperation mode. And $42,500 is far from desperate anyway. Now if the software price was $75,000 and the discount was $42,500 I would say they were desperate.<g> Melissa