In current era of intense competition, management of salesforce compensation is becoming increasingly complex and challenging task for HR (Human resources) managers as sales people are demanding more and more reward. This paper has described an example of how game theory can be applied to...

The author focuses on how game theory can be applied to the important topic of sales force compensation. The article outlines different structures of compensation offered by firms and the possible outcomes of different compensation systems. The author applies the game-theoretic framework to...

Effective management and motivation of salesforce is crucial to the success of sales organization as it ensures proper salesforce focus on market needs and successful achievement of organization goals. Sales organizations have two main approaches for managing the behavior of their salesforce,...

Utilising the Sales Force Configuration Approach, this study evaluates how sales organisations can respond to market opportunities while balancing costs and profitability. The article discusses factors such as selling activities, role of the sales force, and sales force size and its impact on...

Salesforce are strategic assets to the sales organization, but their returns may not remain stable over time due to changes in business conditions. Salesforce investments are similar to investments in other types of real assets and thus carry uncertainties. The study identifies the uncertainties...

The salesforce is a strategic lever of the sales organization for improving sales growth, market share and profitability. Various attributes of salesforce such as its size and structure are key components of salesforce compensation design. This research focuses on this direction and provides...