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

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
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spelling doaj-fb573ea8f4534721b114158cda7cefaa2021-04-02T14:56:56ZengAOSISSouth African Journal of Business Management2078-55852078-59761999-09-01303657110.4102/sajbm.v30i3.756476Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industryRussell Abratt0Manfred Klein1Graduate School of Business Administration, University of the WitwatersrandGraduate School of Business, University of the WitwatersrandCompensation 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.https://sajbm.org/index.php/sajbm/article/view/756
collection DOAJ
language English
format Article
sources DOAJ
author Russell Abratt
Manfred Klein
spellingShingle Russell Abratt
Manfred Klein
Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
South African Journal of Business Management
author_facet Russell Abratt
Manfred Klein
author_sort Russell Abratt
title Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
title_short Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
title_full Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
title_fullStr Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
title_full_unstemmed Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
title_sort sales force compensation and incentive schemes: practices in the south african pharmaceutical industry
publisher AOSIS
series South African Journal of Business Management
issn 2078-5585
2078-5976
publishDate 1999-09-01
description 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.
url https://sajbm.org/index.php/sajbm/article/view/756
work_keys_str_mv AT russellabratt salesforcecompensationandincentiveschemespracticesinthesouthafricanpharmaceuticalindustry
AT manfredklein salesforcecompensationandincentiveschemespracticesinthesouthafricanpharmaceuticalindustry
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