A Survey of Sales Incentive Programs

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow
Michael R. Smythe, University of the Witwatersrand, Johannesburg

Document Type

Article

Publication Title

Industrial Marketing Management

ISSN

0019-8501

Publication Date

8-1989

Abstract/Excerpt

Sales incentives are regarded as an important motivator of sales personnel. This article presents the findings of a study that establishes the sales incentive practices of a sample of 75 industrial companies in South Africa. In addition, previous research on sales incentives is reviewed. Finally, a set of guidelines is presented for the use of management when they design incentive schemes in the future.

DOI

10.1016/0019-8501(89)90037-0

Volume

18

Issue

3

First Page

209

Last Page

214

NSUWorks Citation

Abratt, Russell and Smythe, Michael R., "A Survey of Sales Incentive Programs" (1989). HCBE Faculty Articles. 980.
https://nsuworks.nova.edu/hcbe_facarticles/980