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Sales Force Compensation and Management

In: Decision Making in Marketing and Finance

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  • Paul Sergius Koku

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.

Suggested Citation

  • Paul Sergius Koku, 2014. "Sales Force Compensation and Management," Palgrave Macmillan Books, in: Decision Making in Marketing and Finance, chapter 0, pages 83-98, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-44477-6_6
    DOI: 10.1057/9781137444776_6
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