TITLE

VIRTUAL CARROTS

AUTHOR(S)
Gander, Paul
PUB. DATE
July 2002
SOURCE
Marketing Week (01419285);7/4/2002, Vol. 25 Issue 27, p37
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Suggests that companies seeking to motivate their sales staff with rewards are discovering the utility of online incentive schemes. Applications and business solutions for the schemes; Response of the sales team to the technology; Impact on sales performance.
ACCESSION #
6982718

 

Related Articles

  • FACTORS AFFECTING PROPENSITY TO LEAVE: A STUDY OF SAELSPEOPLE. Aggarwal, Praveen; Tanner Jr., John; Castleberry, Stephen // Marketing Management Journal;Spring2004, Vol. 14 Issue 1, p90 

    Salesperson turnover is an issue of practical importance for sales managers as exodus of salespeople can seriously impact a sales organization's performance. In this study, we examine the factors that influence a salesperson's propensity to leave his/her organization. Based on data collected...

  • Avoid Aging-Inventory Blues Here is how to stop stock from wearing out its welcome. Noland, Tony // Ward's Dealer Business;Sep2011, Vol. 45 Issue 9, p19 

    The article discusses how automobile dealers can balance aging inventories. It emphasizes selling each new vehicle before the expiration of the credits can eliminate one's floorplan interest expense. It asserts that it is helpful to give incentives to sales personnel to focus on moving an aging...

  • Incentives to achieve company objectives.  // American Salesman;Oct96, Vol. 42 Issue 10, p3 

    Discusses the benefits of making incentives for sales personnel in order to achieve company objectives. Features of Sony Marketing Group's survey of sales and marketing executives; Impact of incentives as motivators; Percentage of companies surveyed using incentives.

  • Five Incentive Strategies Boost Sales and Morale. Kennedy, Lloyd // Paperboard Packaging;Oct2000, Vol. 85 Issue 10, p8 

    Discusses practical strategies for the success of incentive programs that can motivate a salesperson. How to treat incentives and compensation as separate issues; Way to get a salesperson's partner involved; Justification for the simplicity of an incentive program.

  • Compensation and Incentives.  // Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p68 

    The article presents author's abstracts related to compensation and incentives. The article 'The Performance Effects of Pay Dispersion on Individuals and Organizations," by matt Bloom, published in a previous issue of the "Academy of Management Journal," examines the effect of pay distribution...

  • Sales Incentives. Ryan, Mike // Sales & Service Excellence Essentials;Oct2012, Vol. 12 Issue 10, p15 

    The article discusses sales incentives and states that they can have a motivational impact on the employees. According to the author, the maintenance of sales can be focused by filtering all incentive offerings as it helps in focusing on the primary goals. The author suggests that a winning...

  • The Impact of Incentive Compensation on the Salesperson's Work Habits: An Economic Model. Darmon, RenĂ© Y. // Journal of Personal Selling & Sales Management;May87, Vol. 7 Issue 1, p21 

    This article proposes an application of some basic concepts of economic theory to the problem of sales force response to financial incentive variations. The objective is to associate various salespersons' behavioral patterns with respect to financial incentives with some easily observable...

  • Chapter 18: Designing Plans for Specialized Selling Roles. Colt Jr., Stockton B. // Sales Compensation Handbook;1998, p244 

    Chapter 18 of the book "The Sales Compensation Handbook," Second Edition is presented. It explores the different specialized selling roles such as government account manager, agent sales representative, and market manager and how these roles influence the design of the sales incentive plan. The...

  • An Empirical Examination of Proficient Cross-Sellers. Zboja, James J.; Hartline, Michael D. // Society for Marketing Advances Proceedings;2007, p230 

    The following empirical study seeks to shed some light into which salespeople are likely to cross-sell more frequently to their customers than others. Through a survey of 225 independent insurance agents, the authors seek to create a limited profile of the cross-selling salesperson. The results...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics