Salesmen's Reactions to a New Compensation Scheme

Abstract

The area of salesman behaviour is characterized by a lack of theoretical and empirical research contrasting with the need for an understanding of salesman behaviour in the area of several sales management problems. For instance, when designing a new compensation scheme, a sales manager needs to know what to change, with what probable effect on sales, on salesmen's earnings and, consequently, on net profits. It has been shown that the compensation plan structure should be largely dependent on salesman behaviour patterns. In the same way, knowledge about salesman behaviour has managerial implications for recruiting salesmen displaying desirable behavioural patterns, whenever possible.

Citation

Darmon, R.Y. (1976), "Salesmen's Reactions to a New Compensation Scheme", Personnel Review, Vol. 5 No. 1, pp. 25-31. https://doi.org/10.1108/eb055301