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| Author: | McAdams, J. |
| Title: | Rewarding sales and marketing performance |
| Journal: | Management Review
1987 : APR, VOL. 75:4, p.33-38 |
| Index terms: | PAY INCENTIVES |
| Language: | eng |
| Abstract: | A survey on nontraditional reward and human resources practices is reported. The findings point to the following conclusions: most organizations use a variety of reward systems, the majority use non-cash incentives in addition to their basic compensation plan;the closer sales employees are to the customer, the more likely they are to be on salary-plus-commission plans; the most broadly used reward system includes non-cash incentives, primarily merchandise and travel which are most common in organizations with a salary-plus-commission compensation plan; a relatively small portion of the sales employees receive non-cash awards. |
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