Abstract
This research paper examines the impact of compensation initiatives on sales force performance using a descriptive research design to conceptualize recommendations to use in designing sales force compensation. The links between monetary and non-monetary compensation initiatives are further investigated to establish their impact on sales performance and sales force turnover. A structured questionnaire was personally administered to collect primary data from a sample of 50 respondents purposefully selected. It was concluded that both monetary based compensation incentives and non-monetary incentives do not necessarily influence sale force performance. However, monetary based compensation incentives directly influences sales force turnover whilst non-monetary incentives do not necessarily influence sales force turnover.
Sign-in/Register to access full text options 
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
