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Title: Sales Force Performance: The Impact of Incentive Payment Motivation Strategy
Author: Dr Rakhi Bhattacharjee, Dr. A K Tiwari
ISBN: 978-93-82395-96-6
Language: English
Category: Management
First Edition: January, 2015
Binding: Hard Cover
About the Book:
One of the most difficult tasks a sales manager faces is the motivation of a sales force. The diverse challenges of modern selling make this especially true. Salespeople may be scattered across a large geographical area; they may offer a broad product line to several diverse markets; their selling jobs are often technical and highly competitive; they may be part of a multifaceted sales team; and their expenses often represent a large portion of the company's marketing budget. Furthermore, many companies now have international sales forces whose composition adds even more complexity to the motivation challenge. Because salespeople's needs change as they move through the various stages of their careers, sales incentives and compensation must be adapted.
About the Book:
One of the most difficult tasks a sales manager faces is the motivation of a sales force. The diverse challenges of modern selling make this especially true. Salespeople may be scattered across a large geographical area; they may offer a broad product line to several diverse markets; their selling jobs are often technical and highly competitive; they may be part of a multifaceted sales team; and their expenses often represent a large portion of the company's marketing budget. Furthermore, many companies now have international sales forces whose composition adds even more complexity to the motivation challenge. Because salespeople's needs change as they move through the various stages of their careers, sales incentives and compensation must be adapted.
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