TITLE

Motivating Sales Personnel with Incentives: Factors Affecting Their Proper Use and Implementation

AUTHOR(S)
Randall, E. James
PUB. DATE
August 1988
SOURCE
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p66
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents abstract to the paper "Motivating Sales Personnel with Incentives: Factors Affecting Their Proper Use and Implementation," by Charles E. Pettijohn, Linda S. Pettijohn and Albert J. Taylor. The article examined the factors that affect incentive based compensation programs that are commonly used to motivate sales personnel. To enhance incentive based compensation programs these factors can be understood.
ACCESSION #
6654070

 

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