Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/218208 
Year of Publication: 
1999
Citation: 
[Journal:] South African Journal of Business Management [ISSN:] 2078-5976 [Volume:] 30 [Issue:] 3 [Publisher:] African Online Scientific Information Systems (AOSIS) [Place:] Cape Town [Year:] 1999 [Pages:] 65-71
Publisher: 
African Online Scientific Information Systems (AOSIS), Cape Town
Abstract: 
Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incentive schemes is provided. Results are reported about the compensation plans and incentive schemes of 38 organisations. The design, implementation, and evaluation of sales force compensation and incentive schemes are discussed. Guidelines for the development of sales force incentive schemes are provided.
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by Logo
Document Type: 
Article

Files in This Item:
File
Size





Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.