教師資料查詢 | 類別: 期刊論文 | 教師: 楊維楨 YANG, WEI-TZEN (瀏覽個人網頁)

標題:A Practical Approach to Sales Force Compensation Plan in a Small Business
學年85
學期1
出版(發表)日期1996/09/01
作品名稱A Practical Approach to Sales Force Compensation Plan in a Small Business
作品名稱(其他語言)
著者Yang, Wei-tzen; Kuo, Chang-min
單位淡江大學經營決策學系
出版者Sage Publications India Pvt. Ltd.
著錄名稱、卷期、頁數Journal of entrepreneurship 5(2), pp.209-222
摘要Small business owners and marketing managers encounter the threat of higher turnover of their sales people as most of them do not realise the firms' limitations and are notfamiliar with the fundamentals of the practice or the theory of sales. In this situation, they tend to copy sales force compensation plans from each other. This paper presents a compensation plan that combines a base salary (including a quota) with some incentives (in the form of commissions or bonuses) and the firm's profits. The factors that affect the compensation plan are identified and the implications of changes in some of these factors are demonstrated with a case study to serve as a guide for small businesses while designing or rewriting sales force compensation plans.
關鍵字
語言英文
ISSN0971-3557
期刊性質國外
收錄於
產學合作
通訊作者
審稿制度
國別印度
公開徵稿
出版型式紙本
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