A Survey of Sales Incentive Programs
Industrial Marketing Management
ISSN or ISBN
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.
Abratt, Russell and Smythe, Michael R., "A Survey of Sales Incentive Programs" (1989). HCBE Faculty Articles. 980.