Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry

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...

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Bibliographic Details
Main Authors: Russell Abratt, Manfred Klein
Format: Article
Language:English
Published: AOSIS 1999-09-01
Series:South African Journal of Business Management
Online Access:https://sajbm.org/index.php/sajbm/article/view/756