A well designed pay structure can be used as a powerful tool for encouraging employees to achieve goals set by the management. Monetary rewards include base pay compensation (or fixed pay) and incentive compensation (or variable pay). Each element of the compensation decision encourages and...

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 and marketing integration has a direct and significant impact on customers and the revenue-earning potential of the organization. This research demonstrates the benefits of a close integration between sales and marketing and emphasizes its impact on the organization performance. Sales and...

The ethical behavior of salespeople is especially important in today's environment of increased customer awareness, shortened product life cycle and stiff competition. A salesperson's ethical behavior plays a critical role in forming, maintaining and sustaining long-term customer relationships....

Extending the concept of real options, this research considers a salesforce as a strategic asset and subsequently emphasizes creation of salesforce options to reduce uncertainties of return, volume and costs. The underlying logic of real options provides an extension of how practitioners can...

The sales and marketing integration has a direct and significant impact on customers and the revenue-earning potential of the organization. This research demonstrates the benefits of a close integration between sales and marketing and evaluates its impact on the organization performance. Sales...

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...

Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects in any process – from manufacturing to trading, and from product to service. There is a lot of interest in deploying Six Sigma to sales and marketing to reduce the uncertainty inherent in it....