haku: @indexterm SALESPEOPLE / yhteensä: 142
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| Tekijä: | Arya, A. (et al.) |
| Otsikko: | On the role of receivables in managing salesforce incentives |
| Lehti: | European Accounting Review
2006 : VOL. 15:3, p. 311-324 |
| Asiasana: | customers credit debt financing incentives salespeople |
| Kieli: | eng |
| Tiivistelmä: | Companies sell routinely on credit (here as: cr.) in spite of conventional wisdom suggesting that offering cr. is a necessary evil when dealing with insistent cash-constrained customers. In this paper, a more positive view of trade cr. is provided. It is found that offering cr. can enhance the efficiency of incentive contracts with sales personnel. In effect, with a cr. sale, a client gets a second chance to generate enough cash. |
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