Sales Force Motivation and Compensation

Anca-Mihaela Teau
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Anca-Mihaela Teau: Artifex” University of Bucharest

Romanian Statistical Review Supplement, 2013, vol. 61, issue 1, 44-50

Abstract: This article illustrate how sales managers can use sales incentives and compensations to motivate their sales team. To motivate sales people effectively, sales managers must have a thorough understanding of human needs and the concepts of motivation. They must also learn how to use the various forms of sales incentives and compensation to meet their salespeople’s needs.

Keywords: commission plans; incentive; sales force motivation; sales compensation (search for similar items in EconPapers)
JEL-codes: M31 O15 (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:rsr:supplm:v:61:y:2013:i:1:p:44-50

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