Sales Force Compensation and Management

Paul Sergius Koku

Chapter Chapter 6 in Decision Making in Marketing and Finance, 2014, pp 83-98 from Palgrave Macmillan

Abstract: Abstract The fallacy in the often-repeated statement “make the world’s best mousetrap and the world will beat a path to your door” is well known to every student of marketing, and more so to marketing managers. The fact is the role of salespersons (salesmen and saleswomen) in the success of companies cannot be underestimated. Therefore, a good knowledge of their role and how to manage them is essential.

Keywords: Sales Volume; Supervisory Control; Sales Force; Independent Agent; Base Salary (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-44477-6_6

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DOI: 10.1057/9781137444776_6

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