HCBE Faculty Articles
Title
Sales Force Compensation and Incentive Schemes: Practices in the South African Pharmaceutical Industry
Document Type
Article
Publication Date
1-1999
Publication Title
South African Journal of Business Management
ISSN or ISBN
2078-5585
Volume
30
Issue/Number
3
First Page
65
Last Page
71
Abstract/Excerpt
Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incentive schemes is provided. Results are reported about the compensation plans and incentive schemes of 38 organisations. The design, implementation, and evaluation of sales force compensation and incentive schemes are discussed. Guidelines for the development of sales force incentive schemes are provided.
NSUWorks Citation
Abratt, Russell and Klein, Manfred, "Sales Force Compensation and Incentive Schemes: Practices in the South African Pharmaceutical Industry" (1999). HCBE Faculty Articles. 890.
https://nsuworks.nova.edu/hcbe_facarticles/890