Incentives: compensation's 'plus factor.' (incentive plans for sales personnel) (Special Supplement: Incentives)

Authors :: Blount, Steve
Source :: Sales & Marketing Management. April, 1991, Vol. v143 Issue n4, p66, 4 p.
Publication Year :: 1991
Abstract: Uncertainties about the economy and the Gulf War-as well as their effect on sales and profits-have prompted many companies to take a conservative approach to expenditures of all kinds, including […]

Subjects :: Incentives (Business) -- Innovations
Sales personnel -- Compensation and benefits
Sales managers -- Human resource management
Goal setting -- Methods

Tools