期刊論文
| 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 | en |
| ISSN | 0971-3557 |
| 期刊性質 | 國外 |
| 收錄於 | |
| 產學合作 | |
| 通訊作者 | |
| 審稿制度 | |
| 國別 | IND |
| 公開徵稿 | |
| 出版型式 | 紙本 |
| 相關連結 |
機構典藏連結 ( http://tkuir.lib.tku.edu.tw:8080/dspace/handle/987654321/19713 ) |