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Sales Force Motivation and Compensation

Author

Listed:
  • Anca-Mihaela TEAU

    (Artifex” University of Bucharest)

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.

Suggested Citation

  • Anca-Mihaela TEAU, 2013. "Sales Force Motivation and Compensation," Romanian Statistical Review Supplement, Romanian Statistical Review, vol. 61(1), pages 44-50, March.
    • Handle: RePEc:rsr:supplm:v:61:y:2013:i:1:p:44-50
    as

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    File URL: http://www.revistadestatistica.ro/suplimente/2013/1_2013/srrs1_2013a06.pdf
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    Citations

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    Cited by:

    1. Manciu Venera Cristina & Demyen Suzana, 2018. "Study Regarding The Attitude Of Customers On The Behaviour Of The Sales Staff In The Supermarkets From Resita," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 5, pages 91-97, October.
    2. Van Cong Nguyen & Thi Ngoc Lan Nguyen & Thanh Hang Pham & Song Hoa Vu, 2019. "The Impacts of Selling Expense Structure on Enterprise Growth in Large Enterprises: A Study from Vietnam," JRFM, MDPI, vol. 13(1), pages 1-22, December.

    More about this item

    Keywords

    commission plans; incentive; sales force motivation; sales compensation;
    All these keywords.

    JEL classification:

    • O15 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Economic Development: Human Resources; Human Development; Income Distribution; Migration
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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