Sales Force Compensation and Incentive Schemes: Practices in the South African Pharmaceutical Industry

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow
Manfred Klein, University of the Witwatersrand

Document Type

Article

Publication Title

South African Journal of Business Management

ISSN

2078-5585

Publication Date

1-1999

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.

Volume

30

Issue

3

First Page

65

Last Page

71

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