Designing compensation to boost sales performance
| Autor: | Paul R. Dorf |
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| Rok vydání: | 2000 |
| Předmět: | |
| Zdroj: | National Productivity Review. 19:73-77 |
| ISSN: | 1520-6734 0277-8556 |
| DOI: | 10.1002/npr.4040190309 |
| Popis: | Many firms depend on the effectiveness of their sales personnel to ensure success. Yet they often design sales incentive and compensation programs that misdirect their salespeople's efforts and sometimes even contradict organizational goals. This article reveals the pitfalls typically encountered in compensation and award programs and outlines steps that managers can take to develop sales compensation plans that comple-ment and help meet organizational objectives. © 2000 John Wiley & Sons, Inc. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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