Salesmen's reward systems: A comparative approach
Journal of the Academy of Marketing Science · 1975 · Volume 3 · Issue 3
Abstract
This study compared the reward systems of two national sales organizations to determine the effects that different reward policies and differences of the salesmen's behavioral characteristics had on their performance and satisfaction. The study found that the sales firm should provide the means for individual need gratification via a reward system based on performance. This “system” can be used by the sales manager in employee selection, morale building, and improving and maintaining performance.
Keywords
Reward System, Sales Manager, Sales Force, Extrinsic Reward, Intrinsic Reward
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