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

Randall, E. James
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p66
Academic Journal
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.


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