HCBE Faculty Articles

Title

A Survey of Sales Incentive Programs

Document Type

Article

Date

8-1989

Publication Title

Industrial Marketing Management

ISSN or ISBN

0019-8501

Volume

18

Issue

3

First Page

209

Last Page

214

Description

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

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