cycle, organizational life cycle, product life cycle and the career life cycle of employees. Sales organizations must review … and update sales force compensation strategies based on the business life cycle, organizational life cycle, product life …

There is a considerable debate on the question of direct sales force vis-à-vis reps. The convergence of direct sales … force cost and commissions paid to reps is key in the initial decision to use direct sales force or reps based on an … analysis to minimize total costs. The choice between direct sales force and independent reps can have a significant impact on …

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

challenging task for HR (Human resources) managers as sales people are demanding more and more reward. This paper has described an … compensation when sales people behave honestly …

The author focuses on how game theory can be applied to the important topic of sales force compensation. The article … related with outcomes of sales compensation systems, both 'one-shot,' sequential-move and 'dynamic' or repeated game theory … when salespeople behave honestly …

Sales force compensation is influenced by various factors of development and change occurring at the individual … successful. The sales compensation strategy should be realigned according to changes in those factors. When they are viewed from … the life cycle perspective, it gives rise to career life cycle of sales employees, product life cycle, organizational life …

Salesforce compensation cost is the major cost of sales organizations and is influenced by sales organizations … influence salesforce behavior and has significant effects on salesperson performance, sales organization effectiveness and … compensation system used by the sales organizations. The “business cycle” is a key variable of external environment influencing …